Then they approached
On the appointed day, and in several later phone calls,
Finally, with persistence she convinced
This story—the names have been changed—illustrates several points about successful negotiating. The first is how important preparation is. The detailed spreadsheet greatly helped
The second is the use of outside, objective data. Here, that data were the prices for the various tasks, compared to typical pricing for similar training tasks.
Point three is that
The fourth point is