Asymmetrical trade, 109
perceived value, 51
sales negotiation, 52
storage space, 54
technical decision makers, 53
Authority limits tactic
big price reduction, 94
blood analyzer selling, 93
Least Acceptable Settlement, 92
negotiation, 91
reinforcing and cementing effect, 93
Bluffing
negotiator’s mask, 98
underestimation, 98
Broken record strategy, 104–105
Buyer’s Added Value Matrix, 8
Concession
dam breaking, 126
jelly beaning approach, 125–126
justification, 123
patterns, 124
price/value relationship, 121
principle tactic, ...
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