Price negotiations are all about gathering negotiating power, long before you actually negotiate.
from Inc.com http://inc.com.feedsportal.com/c/34760/f/640480/s/42ee0b6e/sc/36/l/0L0Sinc0N0Cgeoffrey0Ejames0C40Ehacks0Eto0Emake0Eyou0Ea0Estrong0Enegotiator0Bhtml/story01.htm
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