#297 - May Special: Negotiation ft. Chris Voss (part 2)
FOUR ACTIONABLE TAKEAWAYS
- When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
- When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
- When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
- Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers
RESOURCES DISCUSSED
More description
FOUR ACTIONABLE TAKEAWAYS
- When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
- When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
- When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
- Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers
RESOURCES DISCUSSED
2024-05-14
30 min
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