Off List · Episode 11
How to actually negotiate
July 17, 2026 · Show notes and topics
In this episode
One episode, the whole craft. The anchor reset and the three sentences that replace the vendor's number with yours, concession discipline, the give get menu of everything besides price, the signals a rep is at the floor and the signals you have overplayed, and the ten minutes with the CFO that change a deal.
- The anchor reset: three sentences that replace their number
- Silence and concession discipline
- The give get menu: everything besides price
- Reading the floor, and knowing when you have overplayed
- When to bring the CFO
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