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Secrets of Power Negotiating by Roger Dawson

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Chapter 30Negotiating Principles: Funny Money

There are all kinds of ways of describing the price of something. If you went to the Boeing Aircraft Company and asked them what it costs to fly a 747 coast to coast, they wouldn’t tell you “$52,000 dollars.” They would tell you 11 cents per passenger mile. Sales-people call that breaking it down to the ridiculous. Haven’t we all had a real estate salesperson say to us, “Do you realize you’re talking 35¢ a day here? You’re not going to let 35¢ a day stand between you and your dream home are you?” It probably didn’t occur to you that 35¢ a day, over the 30-year life of a real estate mortgage, is more than $7,000. However, Power Negotiators always think in real money terms.

When that supplier tells ...

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