The most powerful tool in negotiations is “NO”. Checkmate Nancy, you lose.
Actually there is one better. Went to meeting, asked other company for $100,000 to design a financing program for them. Guy became an mule in the hot Georgia sun. I said let me think about it. I did, raised it to $250,000. Guy can’t I couldn’t do that. I said I could. Walked out. My two sales guys came out to get me. One said, I saw it and don’t believe it. He agreed to the $250,000. When you take something from the seller that you have, he wants it. He will paid for it. Still laugh about it.
I love it!