A couple of days ago I had the unfortunate experience of having to stand in a queue in a local convenience shop to get a couple of things before guests arrived for dinner. I use the word convenience...
"What we must decide is perhaps how we are valuable, rather than how valuable we are." (Edgar Z Friedenberg) It may take a moment to digest the full wisdom of this brilliant distinction. However,...
Most buyers will make at least one effort to test the price. (Don't you?) In part 1 however we learnt to welcome this as a buying signal. We also discussed the importance of getting invited as a...
Few people really enjoy negotiation. Most prefer the discussion of issues that precede negotiation, or the implementation that follows a successful outcome. It's almost a relief when the pricing...
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