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  • Digg it UP - Negotiating Tactics: Don't Let 'Good Guy - Bad Guy' Control the Sales Negotiation

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    oss the table negotiating with two people. One is a person w
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    Counter one of the classic negotiating gambits by addressing it directly.

    You’ve assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person wi

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    You’ve assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person w

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    oss the table negotiating with two people. One is a person with whom you’ve had contact during the sales process; the other is new – a purchasing agent.

    The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nea

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