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Negotiable Variables

When you are negotiating. Do not forget to have a list of your variables when you come to trade concessions. Variables are small inexpensive items that will cost you very little.

Additionally have a list of what variables you think they might be able to give you. (variables is in the preparation chapter). These are tradables which will help close the deal. Work out what the variables are worth to the other side and increase. Do not underestimate the value of variables