Feb 22, 2021
In this episode, Mike and Jody discuss negotiation and why it isn’t as hard as you think.
Questions Answered:
- If negotiation doesn’t happen at the end, when does it happen?
- What is negotiation?
- What questions can you ask to determine what your customer values?
Key Takeaways:
- Common mistake - thinking negotiation is something that happens at the end.
- You are always in a negotiation. You are always trading pieces of information with folks.
- Negotiation happens throughout the entire journey with your customer.
- People are making decisions as you engage with them. Do I like this person? Can I trust this person? Am I interested in the information they are sharing?
- Negotiation is a series of trades where you are interested in getting something in return for a value you are delivering.
- Exchange for value.
- If you ask the right questions,
you start to get the sense of what people really
value.
- What’s important to you?
- Why is it important?
- Are there other things that we haven’t considered?
- You don’t determine the perception of value on the other end.
- Your confidence will improve as you develop rapport with your customer.
- Never Split The Difference - by Chris Voss
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