These are the four takeaways from todays podcast discussion between our hosts Nick Cegelski and Armand Farrokh.
1. When giving the price: explain how it works first, then give the price and stop talking.
2. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
3. Lock in access to power before negotiating. Confirm the person you're speaking to can get the deal done on time and approved.
Don't make unilateral concessions. Try to leverage options or create a cost to negotiation with "give forget".