Podcast episode
May Special: Negotiation ft. Chris Voss (Part 1)
30 Minutes to President's Club7 May 202433 min
Description
FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chris' Newsletter "The Edge" 30MPC Training: 30mpc.com/training
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But in point of fact, what typically happens in negotiations, they compromise before they come to the table. Like, all non-Black, sworn, trained people do that. This nonsense of a yesable proposition, which is completely different than a yesable method. And, you know, let me construct a proposition “that's easy for you to say yes to.” This is literally the Harvard definition. So that no further negotiation is needed, and we can just get on with things. But that's such nonsense. Like, first of all, you need to feel like you're involved in a process so you're not going to have any ownership in it. You're not going to be vested in it at all.