<p><span>In this episode, Mike and Jody discuss negotiation and why it isn’t as hard as you think.</span></p> <p><strong>Questions Answered:</strong></p> <ul>
<li><span>If negotiation doesn’t happen at the end, when does it happen?</span></li> <li><span>What is negotiation?</span></li> <li><span>What questions can you ask to determine what your customer values?</span></li> </ul>
<p><strong>Key Takeaways:</strong></p> <ul>
<li><span>Common mistake - thinking negotiation is something that happens at the end.</span></li> <li><span>You are always in a negotiation. You are always trading pieces of information with folks.</span></li> <li><span>Negotiation happens throughout the entire journey with your customer.</span></li> <li><span>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?</span></li> <li><span>Negotiation is a series of trades where you are interested in getting something in return for a value you are delivering.</span></li> <li><span>Exchange for value.</span></li> <li>
<span>If you ask the right questions, you start to get the sense of what people really value. </span> <ul>
<li><span>What’s important to you?</span></li> <li><span>Why is it important?</span></li> <li><span>Are there other things that we haven’t considered?</span></li> </ul>
</li> <li><span>You don’t determine the perception of value on the other end.</span></li> <li><span>Your confidence will improve as you develop rapport with your customer.</span></li> <li>
<a href="https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_3?dchild=1&amp;keywords=Chris+voss&amp;qid=1613685129&amp;sr=8-3"> <strong><em>Never Split The Difference</em></strong></a> <strong><em>-</em></strong> <span>by Chris Voss</span>
</li> </ul>
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