Win deals without discounting.
The folk wisdom says never go first. The data says the opposite. Anchoring in negotiation works, when to use it, and how to defuse it.
Anchoring in negotiation sets the first number that controls every offer after it. Precise numbers win, and here's how to counter it.
Real sales negotiation tactics used by top B2B reps - from the FBI calibrated question to the vendor-of-choice sequence. Exact scripts included.