Playbook 3: Mastering negotiation

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Every 10th episode, we tear down one topic. This is how to master negotiation.

FOUR ACTIONABLE TAKEAWAYS

Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before

Price is based on internal (timeline, pain points) and external factors (competitve landscape)

Explain how price is structured BEFORE you give it, then shut up

Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.

RESOURCES DISCUSSED:

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