4. Deadlines

Knowing your own realistic deadline in advance will tell you how much leeway you have before you take an entrenched position. Similarly, understanding the other side’s deadline may give you an edge or allow you to forego a point in order to gain somewhere. Deadlines are pressure points. Know where the pressure points are in order to push or massage them.

Online companies are springing up all over the web that harness the d-word…deadline. By implementing one day only deals, websites like LivingSocial and Groupon have tapped into buyer’s psyche with notions of serendipity and exclusivity. A deadline is a huge driving force for making deals.

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