In a recent negotiation I coached, the other team said they needed our best price on thirty-three thousand units. Everyone at the table knew that the going price for this expensive widget was somewhere around $1,000 per. The adversary told my client that although they had other suppliers for this item, they really wanted to give us the whole order so that they could get the best price. What happens when a negotiator is given the scent of such an order? If we’re not careful, the first thing that pops into our mind is the number $33,000,000. Even with a volume discount thrown in, even for a
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