LESSON 5: SUMMARY
Quiz: Conclusion
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- I know what I want, I know what the customer wants, I have my ZOPA, my BATNA, and my briefcase full of alternatives. And I had lunch.
- "Would you mind if we wait with the price discussion until after we talked through the details?"
- "So, how come you think NCAB is overrated?"
- "I'm sorry for you, but I still need $0.35"
- "Too bad, I looked forward to working with you on this. What other projects are you involved in?"
- "If I work out a way to do that, will you give me the order?"
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Preparation is everything
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Stay out of the price corridor as long as you can
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Show your interest
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Be soft on the person and hard on the problem
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Remember your BATNA
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Never give anything away without asking something in return
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