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RAB Research Archive

Get something in return



In most situations where a salesperson is willing to provide something extra for a prospect, it usually makes sense to ask for something else in return -- whether it be a long-term contract, a larger purchase or perhaps an agreement to make the salesperson his or her primary supplier.

Top negotiators know that offering something without asking for another concession on the prospect's part could send a message that the salesperson could have offered the same concession in the first place, which threatens to tarnish whatever trust the two have built.

Source: Professional negotiator Michael Schatzki





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