The ABC's of Negotiating - Step 3 - Summary Letter
 As we discussed in the article in August 2011, "Negotiating to a win/win in B2B - 9 Steps", we will be providing some 'HOW TO' thoughts for the nine steps mentioned in that article.
This month's article is about gaining agreement on what the next steps would be after a 45-60 minute conversation has occurred.
Remember in the Nov 2011 article, step 2, we successfully negotiated another 45 minutes to 1 hour meeting after the initial 10-15 minutes.
In all of these steps we'll be discussing, use the concepts of 'quid pro quo' and ABC (Always be closing - for the next step).
NOTE: In the article we will be referring to the small box label 3 in the image below.
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