Three more negotiating points and pointers.
1. NO BEGGING. If youever ask the question, “What will it take to get your business?” you’realready conceding to the competition, and you are already admittingyour willingness to drop price.
2. Negotiation is give and take. If you give, make sure you take. Concessions should be mutual, not one way.
3. If you wouldn’t take it, the likelihood is, neither will they.Every time you make an offer or try to win a point, ask yourself if youwould take it. That’s the first indicator of acceptability andfairness.
3.5 FRIENDLY REALITY REMINDER:
Every nickel you concede off the top-line price, comes right off your bottom-line profit.