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Secrets of Power Negotiating by Roger Dawson

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Chapter 62The Competitive Drive

The Competitive Drive is what neophyte negotiators know best and it’s why they see negotiating as challenging. If you assume the other side is out to beat you, by any means, you will fear meeting someone who may be a better negotiator than you, or someone who is more ruthless. This drive exists at car dealerships. The car dealer attracts customers by offering “the lowest prices in town” but pays its salespeople based on the amount of profit they can build into the sale. The customer wants the lowest price even if the dealer loses money, or the salesperson loses his commission. The salesperson wants to drive the price up because it’s the only way he can make any money.

Negotiators using the Competitive Drive believe ...

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