Playbook 13: The Negotiation Playbook

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FOUR ACTIONABLE TAKEAWAYS

When giving price: explain how it works first, then give price and stop talking.

When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.

Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.

Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.

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