IF …, THEN …

Additional Tips

• people don’t value free – make them work for concessions (you’re doing them a favour; the harder they work, the better they will feel about the deal)
• when you make an offer, remember the 3Bs – Bold But Believable
• when they make a offer, don’t be afraid to ‘flinch‘ as if you are shocked that they could even think such an offer is acceptable; it’s all about perception
• if they ask for concessions, look for something in return
• look beyond the nuts-and-bolts of the deal and keep in mind that people are looking to gain, or preserve, SCARF: Status, Certainty, Autonomy, Relatedness and Fairness