October 2017
Beginner
240 pages
4h 19m
English
Content preview from The Rules of People
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RULE 74
Give and take
Now you have all your variable, movable pieces, you’d better start moving them. This is where the real bargaining comes in. And there’s one principle you need to bear in mind at all times: never give without taking. It’s a process of constant trade-off. If your client asks for a better price, say that could be possible if you had a longer lead time, or if they paid up front, or you delivered to one central point and they handled the distribution out to their branches.
Remember, the other person has got to feel as if they’re winning before they’ll say yes. So the corollary of this is that you shouldn’t expect to take without also giving. Indeed, you shouldn’t want to. You want the other person to feel as good as possible ...
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