B2B Negotiations
topic on 1 show · 1 statements across 1 episodes
1 statements about B2B Negotiations, every show
Ramanujam: Effective negotiators taper concessions to signal the end of negotiation
“The best negotiators would taper the concessions. So they would say, I can give you 15%. Ok, I need more. I'll give you five. I need more. I'll give you two. So you're automatically indicating to the other person that the negotiation is actually ending, right?”