When we negotiate, we are more successful if we can expand the pie. And one of the ways we can expand the pie is adding more variables. Sometimes I'm involved in real life negotiation that has tremendous huge value to all everybody involved. And they only work with 789 10 variables that could be price, warranty, period, right return warehouse, installation, stuff like that. Typically, we can expand a negotiation that traditionally only have seven, eight or nine variables, we can very easily very often expand on into 40 5060 or 70 variables. My recommendation is before you head into your negotiation, do a brainstorming sit down and try and think outside the box what other variables could be included and eat as, as an As well think about the counterpart what variables May they have?

What is important to them and where could you actually assist them in generating some value.