Instead of one offer, present three. This forces the other side to reveal their priorities based on which option they prefer.
Don’t just fight over the price. Add variables like delivery dates, quality guarantees, or future contracts to expand the "pie" before you slice it. negotiation genius pdf
What sets this book apart from standard business manuals is its foundation in . Malhotra and Bazerman don’t just tell you what to do; they explain why people react the way they do and how you can use that knowledge to your advantage. Instead of one offer, present three