[Hot Tabasco]

I thought Rush’s “sometimes you have to lie” thing was incredibly lame. I couldn’t take it, and turned it off.

Then you missed a learning experience.

As a negotiator, you don't start off making demands because then you have to negotiate down. You let your opposition make their demands then you negotiate UP...........

[RoosterRedux]

Right you are.

You start out flexible and maneuver into the desired position.

[RS_Rider]

“As a negotiator, you don’t start off making demands because then you have to negotiate down. You let your opposition make their demands then you negotiate UP...........”

Nailed it!

[TwelveOfTwenty]

Give the guy a break...he knows what he's doing. In the end, this will be winning.

As a negotiator, you don't start off making demands because then you have to negotiate down. You let your opposition make their demands then you negotiate UP...........

I'm with you two.

[Snickering Hound]

Oldest salesman tactic in the book.

“What would it take to get you in that car today?”

Put all kinds of superlatives out there to get negotiations started.