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    l on the three grades of refrigerators. Each, of course, was separated from the other by price,
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    A major benefit of being a full-time consultant is that you get a chance to learn an amazing amount from your clients. In a sense, this is a career where every day you’re enjoying a continuing education class.

    One of my client-taught classes pertained to Negotiation.

    I was working with the owner of a rather large appliance store in Los Angeles and he gave me a tutorial on the three grades of refrigerators. Each, of course, was separated from the other by price,

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    ount from your clients. In a sense, this is a career where every day you’re enjoying a continuing education class.

    One of my client-taught classes pertained to Negotiation.

    I was working with the owner of a rather large appliance store in Los Angeles and he gave me a tutorial on the three grades of refrigerators. Each, of course, was separated from the other by price,

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    One of my client-taught classes pertained to Negotiation.

    I was working with the owner of a rather large appliance store in Los Angeles and he gave me a tutorial on the three grades of refrigerators. Each, of course, was separated from the other by price,

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    working with the owner of a rather large appliance store in Los Angeles and he gave me a tutorial on the three grades of refrigerators. Each, of course, was separated from the other by price,
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    l on the three grades of refrigerators. Each, of course, was separated from the other by price, about $250 in each grade.

    So, you could purchase an entry level fridge at about $500, a middle grade at $750, and the top of the line started at around $1,000.

    “Guess which one is most profitable to us” he challenged.

    “The most expensive, I suppose” I offered back.

    “Wrong!” he beamed, obviously relishing his victory over the professional smart guy.

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