Dealing-down, Dealing-up

• Dealing-down: is a technique used by an aggressive client or business person to change the terms of an agreement. For example, a contract is signed and immediately the client starts complain about the terms. They want this, they want that and on and on. The business person responds to the client by giving the extra consideration on small requests. The client takes this as a sign of weakness and continues to complain in the hopes of more consideration.
  
• "Dealing up" is a technique used by experienced sales people who are offering something at a fixed price. The customer starts to deal down and the sales person shuts them off by raising the price a little knowing full-well the customer wants the merchandise.
  
  When clients begin to deal-down a business person the climate of fairness begins to change. The more the client deals-down the more the business person eliminates the little things; the refinements, the extra time, and discounts are eliminated from their work in response to the aggressive client.

• IP (initial point of conflict)
• Mathematical Game Theory
• Constructive Taking
• Cunning