From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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“

- Now, during the trading process, sometimes called the bargaining phase, the essence is that we are exploring for weaknesses. We're trying to work out what they value and what we value. So what's valuable to them and what isn't? And what's valuable to us and what isn't? So the key really is in the questioning and the listening. So it's really important to look for signs of the seller being desperate or looking for things that will make them want to come down in price. For example, if they've got a slow moving model and you can find that out then you know they're going to come down in price. Or if they want you to order this month. So if you can find out, you can ask them about how their bonus works or has it been a good month and if they say it's not been a great month to be honest you just think, aha. So lots of questioning and listening. Now you may not be able to do this but the more you can find out the better. And if…

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