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RAB Research Archive

When negotiating, be patient



Sales is a high energy, fast moving business. And patience is one commodity that is in relatively short supply. But if you're impatient in a negotiation, you'll lose your shirt.

If I'm negotiating with you and I know that you're impatient, I will hold out just a little longer, no matter how desperate I am to make a deal with you. As long as I know you're in a hurry, I'll wait.

So be patient. Take the time that you need, don't rush to give in, don't show your anxiety, stay cool and don't panic. Negotiation is a process and a game. Use the process and play the game. You'll be astonished at the difference that it makes!

Source: Sales trainer Michael Schatzki





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