You may not think that it’s easy to get the other side to bid against themselves. But you’d be wrong.
When you’re selling something, there’s a price point you have in mind. At the same time, your counterpart has their own general motivations when they come to the table. They have their own number in mind—or at least a range of numbers in mind—for what they’re willing to spend. And that’s what they’re focusing on.
If you want to get your counterpart to bid against themselves, you need to keep one thing in mind: The interaction is not about you—it’s about them.
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