In part one, we determined that negotiating is the not-so-easy task of securing the best price or other conditions in a win-win relationship once the other side starts to act on interest. To be win-win, negotiations must become give and take, careful not to give too much while allowing both sides to feel good about the outcome.
In negotiating, it is important that we decide in advance what is an acceptable profit margin and what is not. As one solution, we learned in part one how to price-merchandise our showroom to meet the needs of the bargaining customer while preserving an acceptable profit margin.