Most card collectors think negotiation is just haggling: subtract from the sticker price, meet in the middle, done. It's not. 

In this episode, Matt breaks down the actual framework behind why deals happen and why they don't using Chris Voss's tactical empathy principles applied directly to the card market. 

You'll hear both sides of a real card show weekend: a buy that closed at his number and eight cards that didn't sell and why both outcomes were exactly right. 

Leverage is the only variable that matters. Your job is to understand whether you have it. 

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