Bag the Elephant - Steve Kaplan by Must Read Summaries

Author:Must Read Summaries
Language: eng
Format: epub
Publisher: Primento Publishing

Give yourself cover – by advising the buyer anything you agree to has to be approved by your senior management. In this context, if you own your business, don’t mention that. Blame anything you can’t agree to on some nameless, faceless senior management, the same tactic the buyer will be using in return.

Prioritize what you give – and try hard to figure out what the buyer’s motives are. You might, for example, lower your price so the buyer can meet a budget goal in return for the guarantee of another contract in the next budget cycle. Commit all these undertakings to paper so everyone knows where the deal stands and how it is structured.

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