#149 - Playbook: The Negotiation Playbook
30 Minutes to President's Club | No-Nonsense Sales
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The Things That Matter to Your Company in a Negotiation
If you are in a negotiation and the only thing that you're negotiating on is what the customer has asked for, you're actually just giving concessions. And so it's on you to share the things that matter to your company. You need to create multiple planes in a negotiation because it's sort of like whack-a-mole. Every time you give something, you need to get something or take something away in return.
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