MYTH 1: It’s all about the money
I will often begin my training sessions in negotiation by asking the participants this simple question: “So, what have you already learned about negotiation?” The silence that follows speaks volumes. Finally, when someone does speak up, what they have to say usually reflects a common myth or misconception. One of the most damaging myths sounds like this: “It’s really all about the money.”
Let us say you have presented your proposal or discussed the price of your product and/ or services, and you hear something like this: “That’s too much!” Or: “I’m not going to pay that!” Or: “Your competition is cheaper.” How do you respond?
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