48. “Sure, Frank, we’re on board. We want to place the biggest order ever with Acme—50, 000 widgets.”

49. Then, one or two calls later, “I didn’t even bring it up, Frank. It seemed unnecessary. I’m assuming about a twenty percent discount at that volume. Is that what you have in mind?” Never fall for the quick “yes.” Assume nothing. Avoid the emotional roller coaster. Don’t get needy. Don’t “chase the results” that seem to be shimmering so invitingly right in front of your eyes.

This is such an annoying negotiating tactic, though more common than asking for a large volume discount is springing things like net-90 (or longer) payment terms.