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

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Prepare for a seller's weaknesses

Prepare for a seller's weaknesses

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

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Prepare for a seller's weaknesses

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- The next thing to prepare when you're buying something is to think about the seller's weaknesses. If you've ever done these selling, you'll know that you have loads of weaknesses. You're desperate to make the sale, you want to get your bonus, you haven't made a sale for a while. You really want to get this particular job for some reason. You've traveled all that way, you don't want it to feel like a waste. And also, you know there's quite a big markup perhaps, so you can easily come down. So sellers have lots of weaknesses, but the trouble is that buyers don't know about the sellers' weaknesses. So buyers, if they're not careful, focus on their own weaknesses, I really need this particular item or this particular service. I don't know anybody else who can do it, these people are the best ones, the price is quite reasonable, we've already got plenty of budget But you don't want to start thinking about any of those…

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