Being out in the sales trenches day after day, I hear it more often than I want to admit: “So and so offered me $10 more, so if you can match it, I’ll go with you”. Does that imply that if I don’t match it, the deal is off? What a shame, because it doesn’t take much to see that this particular negotiation, and likely the partnership itself, will be built on fairly short-sighted thinking, ...