Mark Raffan: Negotiating Lessons from Procurement
Make It Happen Mondays - B2B Sales Talk with John Barrows
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Negotiation - I'm Going Even Lower Than That
When you concede something in a negotiation and you don't expect the counter party to give you something in return, you're an idiot. Instead of conceding something and then expecting something inreturn, make sure that when you concede, you make your concessions conditional on getting something in return for those things. I'm very cautious with the idea of reciprocity in negotiations, because they're in europe. You must ask like yougive and then expect to get something in return. There's nothing that's going to come. That's why discounting is such a dangerous game,. Nobody looks at discounting as, oh, thanks for getting us there. It's like, once you get to that
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