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The Diagrams Book by Kevin Duncan

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7  THE IF TRIANGLE

• The IF Triangle is a crucial ally in any negotiation because it covers the only three variables that are ever at stake when a customer is considering whether to make a purchase.

• The three questions are always: Will it do the job? (quality) How much will it cost? (price) When can I have it? (timing)

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• When negotiating, there can always be some flexibility on any two of these variables, but never on all three.

• For example, the price can usually be reduced if more time is allowed. Quicker delivery may be possible for a premium price. And although no one will ever admit to wanting low quality, things can often be short–circuited. ...

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