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Secrets of Power Negotiating by Roger Dawson

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Chapter 8Middle Negotiating Gambits: The Declining Value of Services

Here’s something you can expect when dealing with another person: Any concession you make to him or her will quickly lose its value. The value of any material object you buy may go up in value over the years, but the value of services always appears to decline rapidly after you have performed those services. Power Negotiators know that any time you make a concession to the other side in a negotiation you should ask for a reciprocal concession right away. The favor you did the other side loses value very quickly. Two hours from now the value of it will have diminished rapidly.

Real estate salespeople are very familiar with the principle of the declining value of services. When ...

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