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How to Negotiate by Chloe Askwith

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5. Take Action 2: Work Out What’s Really up for Discussion (Your ‘Variables’)

THE CORE OF negotiation is discussing all the moving parts or ‘variables’ of each deal.

What Are Your Variables?

Alongside the price this is everything else that is included in the discussion. If you were buying a car it would be the price, model, age, number of doors, insurance, warranty, metallic paint, tank of fuel, MOT . . .

General variables

Whatever the business of the deal you are discussing, there are a set of criteria that you can discuss. Normally these include:

  • timing
  • quality
  • quantity
  • payment terms
  • cost
  • commission
  • insurance
  • any warranties
  • after sales care of any sort
  • any extra bits you can add on (e.g. additional time for lesson, or ...

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