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In this episode Peter and Alex discuss how to handle unexpected obstacles that come about during a high stakes negotiation.  Topics covered include:

• How to handle prospects asking for additional discounts when they've agreed to a floor already
• The ability to think aloud during a negotiation call while using common language to bridge differences
• Ways to ensure the deal does not get delayed and that you can still pin down a realistic close date, even when curveballs are thrown at you

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