Sort the Pressure Signals
Classify pressure signals as price, timing, face, or risk problems before responding.
Sort each scene by the underlying pressure signal: price, timing, face, or risk. Price problem Timing problem Face or risk problem They say the offer will be hard to take upstairs. face-risk They say the implementation slot may disappear. timing They show a materially lower competing quote. price They say legal will never accept the clause. They need approval today to keep the process moving. They have a fixed cap below the current package. Pressure diagnosis You diagnosed the pressure category before choosing a response. Ask: What problem would this pressure solve if I gave in?
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