Negotiating - Do you speak business? Question 6

Question 6

You just finished negotiating a deal for new printers when the salesperson "reminds" you that the agreed-upon purchase price does not include shipping. You thought that shipping was included in the price and seem to recall telling the salesperson that your company's policy is never to pay shipping as a separate cost. What should you do?

a. Accept that negotiations have been re-opened and go from there.

When you're deep into negotiations, it's easy to lose your patience. If something unforseen happens at the last minute, don't give up and walk away. Keep talking and look for a workable alternative.

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This was first published in March 2005
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