From the course: Negotiation Skills

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Stop your fear of losing the deal

Stop your fear of losing the deal

From the course: Negotiation Skills

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Stop your fear of losing the deal

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- Most people would say that if you negotiate there is a risk you'll lose the deal. But actually that's wrong. There is no way that negotiating can cause you to lose the deal if you do it right. This is really important to understand. Because once you realize that you have nothing to lose, you'll either get an improved deal or just make no progress and end up with the starting offer. Then why wouldn't you give negotiating a go? So let's analyze this idea of losing the deal. There are only two ways you can lose it. And neither is going to happen. Either you walk away or they walk away. If we look at the first one, losing it by you walking away. The answer is don't walk away. Unless you just pretend to walk away in the hope that they'll come running after you. Or they'll phone you the next day. Which does sometimes happen. The key with walking away, is to be prepared to come back if you have to. Which I call crumbling.…

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