kito99

Looks like they didn't splurge on the "top level engaging comments" option.

Hi James, thanks for doing this AmA.

I read Never Split The Difference recently and really found myself fascinated by the world of negotiation strategies and their application to the business world.

Recently started my own business in speciality courier services (last minute - usually high tech or biomedical shipments and mostly high value). I've had a bit of trouble getting direct clients but have a handful of brokers that work with me (the client pays them, they call me to do all the work, and then I get a share of it).

The bad part is that our risk vs. reward profile is getting more and more skewed each day, where it's almost exploitative at this point and the brokers are making multiples of what we wind up with. Since there's not any no-competes or non-disclosures, I'm free to approach anyone and everyone; however I wanted to get your take on the best 'course of action' when approaching a client.

What would you say is the best way to sit down with them and let them know that we're essentially already doing the work for them, and would prefer to work directly instead of through brokers? Secondary to that, what's a good strategy to find out what they've been paying the brokers without us giving a rate (and anchoring at a lower price point that we could otherwise get)?

Any thoughts are appreciated - and I'll be sure to check out your book!

Thank you

Recovery strap. $35-50 from Costco or any automotive store and will save you a ton of headaches in snowstorms (keep a $20 in the kit for the kind person that helps you out if you ever need to use it).

Don't even think it's possible. They'll likely refuse granting a visa to begin with, or will do so and then arrest them once they arrive to the country.

Just as a regular, closeted ex-moose (ex-muslim), I had to be quite careful in Saudi Arabia. Have to watch what you say, can't get caught not praying during prayer time, and also have to be careful with what you're taking pictures of (well mostly who's watching you while you do so).

Would you consider it unethical to pose as a "mystery shopper" and ask the broker what a particular quote would go for? Been wondering if that might be a good way to get a better glimpse into the inner workings of what the end client is dealing with.