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Don't be salami sliced! - Keep the whole negotiated package in mind at all times

Every element of what we negotiate has a commercial impact - Thursday 7 September

Author

Peter Button
September 07, 2023

Hello Subscriber,

All week, we’ve been looking at aspects of negotiation. In today’s email, I’ll introduce two related ideas:

  1. Salami Slicing

  2. Commercial Awareness

So what’s an animated GIF of a Salami sausage being sliced got to do with anything?

I’m sure many readers will be familiar with the connection to negotiation.

Don’t Be Salami Sliced!

One of the easiest mistakes for a novice negotiator to make is to give everything away in little slices. And when this novice negotiator gets to the point in discussions where they should be negotiating the full range of elements of their proposals, they realise they’ve given everything away.

They’ve been salami-sliced!

Here’s how the conversation goes:

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