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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 6
Use the Vise Technique
The Vise is another very effective negotiating Gambit and what it will accomplish will amaze you. It is the simple little expression, “You’ll have to do better than that.” Here’s how Power Negotiators use it: Let’s say you own a small steel company that sells steel products in bulk. You are calling on a fabricating plant where the buyer has listened to your proposal and your pricing structure. You ignored his insistence that he’s happy with his present supplier and did a good job of building desire for your product.
Finally, the other person says to you, “I’m really happy with our present vendor, but I guess it wouldn’t do any harm to have a backup supplier to keep them on their toes. I’ll take one carload if ...

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