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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