Wednesday, March 07, 2012
It's doesn't have to be equal value but it does need to be perceived as equivalent value.
I learned about how to make business deals in elementary school - grade one - seven years old.
We traded baseball cards. A deal sounded like this, "I'll give you a Mickey Mantel for your Yogi Berra."
The answer is yes or no - or let's re-negotiate.
There was no deception in that offer. Your word was your contract. Nothing was in writing. We understood each other.
Stop positioning and proclaiming your policies. I don't want to talk with your interns who can't make decisions.
Do you want my Mickey Mantle or not. If so, give me your Yogi Berra. If you don't want to give up your Yogi Berra, then why are we talking?
George Torok Keynote Marketing Speaker Co-author of Secrets of Power Marketing
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