Financially, it is important to make short term gains, provided it is not at the expense of your long-term interests. Sometimes it is necessary to take a smaller portion of the pie now, in exchange for selling more pies later.
We are not necessarily talking about “reduced sales prices,” as this concept only teaches people to wait for you to lower your prices before they will do business with you. Rather, it is the idea of “flexibility” in your thinking that allows all parties to gain advantage.
When you are “fair and reasonable,” and demonstrate to someone your competency in negotiating, you often open the door to additional business, from that consumer as well as from their referrals.
If you think you may need to eat in the future, do not underestimate the importance of applying this fundamental principle.