How to actually negotiate: Off List episode 11

In this episode

One episode, the whole craft. The anchor reset and the three sentences that replace the vendor's number with yours, concession discipline, the give get menu of everything besides price, the signals a rep is at the floor and the signals you have overplayed, and the ten minutes with the CFO that change a deal.

The anchor reset: three sentences that replace their number
Silence and concession discipline
The give get menu: everything besides price
Reading the floor, and knowing when you have overplayed
When to bring the CFO

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