The term “below the line” refers to items outside of the direct cost of the transaction.

Some negotiations could go differently if items outside of the apparent financial terms were considered. A deal could get done quicker or possibly cheaper with some further work. When involved in negotiation, look for things you can offer below the line to make the deal more satisfying to your counterpart. You will bring more negotiations to a close when you identify the ways people are motivated.

 

-          Content comes from Business Made Simple book (Chapter 9: Negotiation)