The Gives / Gets of Negotiations
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1 THE GIVES/GETS OF NEGOTIATIONS with
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The Gives / Gets of Negotiations by John Barrows Follow him on twitter at @JohnMBarrows Sales Hacker Conference San Francisco - November 6, 2014
Transcript of The Gives / Gets of Negotiations
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Negotiations
What does it mean to Negotiate? "to communicate in search of mutual
agreement"
When are we negotiating?From minute 1
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Negotiations
firmly states that we are all bound, even driven, to repay
debts of all kinds. Someone does something for you, you then feel obligated to repay.
It's an almost automatic reaction.
Quid Pro Quo
The Rule of Reciprocity
© j.barrows LLC
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Gives and Gets
What does it mean when you ‘give’ something and don’t ‘get’ much in return?
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What does it mean when you ‘get’
everything you ask for but aren’t
‘giving’ anything in return?
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Response to a prospect request:
“I am happy to do that. In order to get you exactly what you want, we are going to need _______________ (corresponding GET or GETs).
How do we get this/these things done?”
Connection
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Your reinforcement portal
Q & A
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www.jbarrows.com/[email protected]
@JohnMBarrows
www.SalesFromTheStreets.com @StreetSell
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www.SalesFromTheStreets.com
© j.barrows LLC
