January 2019
Intermediate to advanced
256 pages
6h 2m
English
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Chapter 19
Patterns of Concessions
Now let me teach you about Patterns of Concessions. If you're involved in extended negotiations over price, be careful that you don't set up a pattern in the way that you make concessions. Let's say that you sell equipment and you've gone into the negotiation with a price of $15,000, but you would go as low as $14,000 to get the order. So, you have a negotiating range of $1,000.
The way in which you give away that $1,000 is critical. There are four errors that you should avoid when making concessions:
Error Number One: Equal-sized concessions. This means giving away your $1,000 negotiating range in four increments of $250.
Imagine what the buyer's thinking if you do that. He or she doesn't know how far he ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.