3. Negotiating 201: Care, but not tooooo much.
Why should you care, but not really so much? For the same reason that no one likes stalkers or telemarketers. They try too hard. Desperation will kill your sale. People will be more likely to buy from you if they think you could take it or leave it, and if there is a chance they could miss out. That's why high school football stars usually get the girls and the nerds don't. The girls can have desperation anytime, but the quarterback might not always be available for Homecoming.
So when presenting rates or trying to close a deal, be cool and confident, yet firm. Hey, if the sale doesn't work out, the world won't end. You can probably find another date for the dance.
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