Chapter 30
Funny Money
There are all kinds of ways to describe the price of something. If you went to the Boeing Aircraft Company and asked them what it costs to fly a 747 coast to coast, they wouldn’t tell you “$52,000 dollars.” They would tell you 11 cents per passenger mile. Salespeople call that breaking it down to the ridiculous. Haven’t we all had a real estate salesperson say to us, “Do you realize you’re talking 35 cents a day here? You’re not going to let 35 cents a day stand between you and your dream home are you?” It probably didn’t occur to you that 35 cents a day, over the 30-year life of a real estate mortgage, is more than $7,000. To protect themselves, Power Negotiators always think in real money terms.
When that supplier tells ...
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