Sales are always win-win or they don't happen. But negotiations can be win-win, win-lose, lose-win, and even lose-lose. Learn examples of each, and of deals you shouldn't have made; deals you could have made but didn't, perhaps due to emotions; of the mock walk-away becoming real; of combinations you didn't find; or from not even negotiating at all. Learn how to get to win-win by trading with tradables of different value to the two parties.
- [Narrator] The ideal objective of a negotiation…is to get a win-win outcome.…One where both parties are not just happy,…but one where both parties are actually better off…than they were before the negotiation.…This happens when you find tradables,…that are easy for one person to give…but valuable to the other person.…If it costs you almost nothing to recommend…my training course to a friend,…but it's valuable to me,…and I give you some money off because of that,…then between us,…we've created some value out of nowhere.…
We've both gained.…And it's a win-win negotiation.…Other examples might be you booking training further ahead,…which makes your life simpler…and my future income feel more secure.…And I'd give you money off of that,…and we've both gained.…Even you providing curry for lunch on a training course,…could be a win-win.…It's my favorite food,…it makes my life significantly better to have it,…and it costs you no more than any other option.…In fact, it might even be a bit cheaper.…So maybe we could both gain from that.…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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