7Practical Tactics

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Learning Objectives

By the end of this chapter, you should be able to:

• Frame the issue in your favor.

• Understand how to use a price anchor.

• Use time to your advantage.

• Formulate a “packaged” deal.

• Make concessions wisely.

• Close the deal.

Now that you understand the steps that good negotiators go through in preparing themselves, getting the other party to the table, understanding where best to begin, and so forth, let’s consider some practical tactics you can use to come out with the deal you want. There’s nothing mysterious about these tactics, and they are not the only negotiating tactics available, but they can ...

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