- How to anchor a price so the negotiation starts from the right number.
- The trade-in move: how to give a concession without giving it for free.
- What to say when a buyer asks for a discount at the finish line.
Reps use these tips to feel more prepared going into late-stage negotiations and less tempted to discount their way to a close.
Is this for high-pressure or collaborative negotiation?
Both. Tips draw from principled negotiation (Getting to Yes, Never Split the Difference) — collaborative but firm.
What if the buyer holds all the leverage?
Covered. There are specific tips on negotiating with enterprise buyers, procurement teams, and buyers who 'need to shop around.'
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