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

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What can you trade?

What can you trade?

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

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What can you trade?

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- If you think about the ideal outcome for salesperson in a negotiation. It's not just to get a high price, but it's to get a good price with all the tradeables. So, tradeables might be things like ordering a year ahead, paying up front, whatever it is that you want to get. And how are you going to get the price and the tradeables? And the answer is, you're going to open above what the customer can afford. Now, we don't know where that price is, but I'll come to that in a minute. So you're going to open above what the customer can afford and then you're going to reluctantly come down from there until you reach the most the customer can afford. And as you come down, you're going to add on some tradeables of things that you want. So, you're going to say well, if you are able to order for the whole year ahead, place the order today. Then I could do it a bit cheaper for you. If you paid up front, then I could do it a bit cheaper.…

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