• Robert Eckelman

Buyer Picks two.

Most negotiations fall into a triangle where the buyer picks two points, and the seller holds one. When I worked in broadcast, there was Price, Placement, Pre Emptibility. If the buyer wanted the best placement and a guarantee they would run, we as sellers held price. If the buyer focused on price and placement, the sellers held pre emptibility. This negotiation triangle could change to real estate or any field. If you want a house in the best neighborhood at the best price, you will likely need a handyman. If you want that same neighborhood, move in ready, be prepared to pay top dollar. There are exceptions to all rules and all negotiations.If you have ever heard think outside the box, change it to think outside of the triangle.

CTV = Connected TV | OTT = Over The Top TV

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