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The Gives / Gets of Negotiations

The Gives / Gets of Negotiations by John Barrows
Follow him on twitter at @JohnMBarrows
Sales Hacker Conference San Francisco - November 6, 2014

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The Gives / Gets of Negotiations

  1. 1. 1 THE GIVES/GETS OF NEGOTIATIONS with
  2. 2. 2 Negotiations What does it mean to Negotiate? "to communicate in search of mutual agreement" When are we negotiating? From minute 1 © j.barrows LLC
  3. 3. 3 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
  4. 4. 4 Gives and Gets What does it mean when you ‘give’ something and don’t ‘get’ much in return? © j.barrows LLC What does it mean when you ‘get’ everything you ask for but aren’t ‘giving’ anything in return?
  5. 5. 5 Connection 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?” © j.barrows LLC
  6. 6. 6 Your reinforcement portal Q & A www.jbarrows.com/blog John@jbarrows.com © j.barrows LLC @JohnMBarrows www.SalesFromTheStreets.com @StreetSell
  7. 7. 7 www.SalesFromTheStreets.com © j.barrows LLC

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