In the early phases of our product (and also when I was more of a newbie at negotiation), I was very focused on dollar amounts. These days, I find myself mostly thinking in terms of respect. Are they being respectful in this negotiation, how does this pricing affect respect, etc.
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(I feel like most people who say this are struggling with a true objection which is closer to “I’m deeply uncomfortable with earning this much money” and have some sympathy for that, so I try to ease folks out of it gently.)
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Any thoughts on working with the public sector? I would feel much worse charging gov agencies high fees than same fee for a corporation.
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