Splitting The Difference And Other Crazy Ideas
Well, I guess I should say, don't offer to split the difference. There can be very good reasons to accept someone else's offer to split the difference, but there's never a good reason to offer to split the difference. Let's say for example you're purchasing software licenses (originally offered at $70 per user and you originally countered with $40) and you've gone through a few rounds of negotiation and... Read more
Price Transparency In Negotiations
"I need you to break this price down for me.", "What is behind this price.", "Please show me the cost build up.", "Please provide full price transparency." If you're a salesperson you've heard this request or some request of this question more times than you care to count. If you're a procurement person, this is a part of your daily repertoire. You expect price transparency. Why is price transparency such... Read more