When Tony Gattari took over as general manager of Harvey Norman's computer division some years ago, he joined little more than a discount store. He knew that to grow the business he needed to get the big computer brands on board, such as Compaq, IBM and Apple. Problem was, those brands weren't keen to be associated with a discount house. And that's where Tony Gattari needed to fine-tune the art of negotiation. He succeeded with the help of the PROBE technique, and Harvey Norman's computer division grew from a $12 million operation to an astonishing $570 million operation, transforming Harvey Norman in the process. And what does PROBE stand for: Preparation, Rapport, Opening, Bargaining and the End.
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