Feb 22, 2021
In this episode, Mike and Jody
discuss negotiation and why it isn’t as hard as you
- If negotiation doesn’t happen
at the end, when does it happen?
- What is
- What questions can you ask to
determine what your customer values?
- 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
- 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
- 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
- What’s important to
- Why is it
- Are there other things that we
- 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
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