explicitly. We saw earlier the power of this tool: using intangibles; linking your negotiation to other needs and interests not necessarily part of the deal. This expands the pie and makes it more likely that the parties can reach an agreement. It’s especially true when there is a disparity over money. Here are some ways this can be applied in the marketplace. Every time you buy something, make it a larger deal than just the transaction at hand. A repeat customer is a volume customer. You are buying multiple things at different times. Frame it as such.
