C H A P T E R  S I X
Negotiating the Deal

In making your selection of a new office copier or digital system there are many factors to consider.

In the previous chapters, we have discussed many of the tactics employed by copier dealers and copier sales representatives in order to get your business.  In addition, we have also discussed your copying needs and requirements, as well as maintenance and supply costs.  In this chapter, I will help you bring all the pieces of the puzzle together and guide you through your choice and negotiating the best possible deal.

Topics covered in this chapter:

• Narrowing your copier choice

• What is the real cost of your new copier?

• Understanding your best leverage points and negotiating tactics

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