In the chapter on Closing and Gaining Commitment, Shell talk…

In the chapter on Closing and Gaining Commitment, Shell talks about “exploding offers,” aspects of a deal that are dictated by a time deadline. For example, “you have until noon tomorrow to accept our offer. Exploding offers are an example of _________________.

You are trying to buy a car, and the dealer is asking $41,00…

You are trying to buy a car, and the dealer is asking $41,000, but you really don’t want to spend that much. You are about to start the negotiation. Which of these goal statements would Shell approve of?  Note – this was also a point of emphasis on your Preparation Documents.