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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 4Ask for More Than You Expect to Get

Let’s start learning the Beginning Sales Negotiating Gambits.

Rule number one is: Ask the buyer for more than you expect to get. Henry Kissinger went so far as to say, “Effectiveness at the conference table depends upon overstating one’s demands.” Isn’t that interesting? One of the world’s great international negotiators openly says that if you’re planning to negotiate with him, you should expect him to ask for more than he thinks he’ll get from you. Remember that if you were thinking, “My buyers are not stupid. They’ll know the minute I ask for more than I expect to get.” Even if that were so, it’s still an excellent negotiating principle.

Think of some reasons why you should ask for more than you ...

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