EIGHTEEN

Price Negotiating Tactics

IN CHAPTER THREE, we talked about two types of negotiation: the short-term, onetime negotiation and the long-term business negotiation. In the short-term negotiation, your job is to get the very best price and terms at this moment, without concern for whether you will ever see or work with this person again.

There are a series of price negotiating tactics that you can use to get a better price or deal in a one-off purchase or sale. Fortunately, these tactics also work in negotiating a long-term business arrangement where you will be negotiating with the same party again, year after year.

Tactic 1: The Flinch

No matter what price the other person offers, flinch as if you just heard something disappointing. Put ...

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