@eCommKen

Hundreds trained. $Billions negotiated. Full Course: https://xitter.cf/t.co/fIJLLfr4Y2 Join the Community: https://xitter.cf/t.co/WvIOGztWKB

 Omaha, NE
negotiationsacademy.com
Joined August 2023
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This is how you get your negotiation counterpart to go the extra mile for you, with little or no friction.

Why Self-reinforcement Works

Many well-intentioned negotiators try to convince their counterpart to reach a certain conclusion that benefits them.

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Value Stacking is one of the most effective ways to maintain margins.

𝗛𝗼𝘄 𝘁𝗼 𝗰𝗹𝗼𝘀𝗲 𝗮 𝗱𝗲𝗮𝗹 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗯𝘂𝗱𝗴𝗶𝗻𝗴 𝗼𝗻 𝗽𝗿𝗶𝗰𝗲

If you've ever been on a sales call and found yourself stuck on price, you're not alone.

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It happens way more often than most people realize.

Why you get taken advantage of in negotiations

Here's how to stop getting taken advantage of in negotiations.

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Hint: "I want to save money" is usually a terrible clarification.

Clarify your needs

Many people forget or simply don't know that 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝗮𝗻 𝗲𝘅𝗰𝗵𝗮𝗻𝗴𝗲 𝗼𝗳 𝘃𝗮𝗹𝘂𝗲. And this means two …

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𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗻𝗴 𝗶𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗷𝘂𝘀𝘁 𝘁𝗮𝗰𝘁𝗶𝗰𝘀. Much more.

In my 5 Laws of B2B Negotiations eBook, the very first Law I write about is this:

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𝗪𝗵𝗲𝗻 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗻𝗴, 𝗻𝗲𝘃𝗲𝗿 𝗮𝗽𝗽𝗲𝗮𝗿 𝘁𝗼𝗼 𝗲𝗮𝗴𝗲𝗿 𝗳𝗼𝗿 𝗮 𝗱𝗲𝗮𝗹

Eagerness, neediness, and a general sense of pushiness creates an unhealthy dynamic in the negotiation relationship, because it encourages your counterpart to try to take advantage of you.

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𝗕𝗲𝗻𝗰𝗵𝗺𝗮𝗿𝗸𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗼𝗳 𝘀𝗵𝗶𝗳𝘁𝗶𝗻𝗴 𝗮𝘃𝗲𝗿𝗮𝗴𝗲𝘀.

It's a very simple negotiations technique, but it's effective precisely because of its simplicity.

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𝗗𝗼 𝘆𝗼𝘂 𝗸𝗻𝗼𝘄 𝘆𝗼𝘂𝗿 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 "𝗡𝗼𝗿𝘁𝗵 𝗦𝘁𝗮𝗿"?

In every B2B negotiation, it's vital that you are negotiating toward something specific, and with proper guidance.

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𝗧𝗵𝗶𝘀 𝗶𝘀 𝘄𝗵𝘆 𝘁𝗵𝗲 "𝘆𝗲𝘀 𝗹𝗮𝗱𝗱𝗲𝗿" 𝗶𝘀𝗻'𝘁 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀

The "yes ladder" is when you - as a sales rep - get your potential customer in the habit of saying yes to small things so they say yes to big things.

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You're Not Asking For Enough

When I first realized that, it completely changed how I approached negotiations.

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The Framework That Saved My $30M Deal

This week, I've been writing about the individual steps of the 5 Layer Stretch Ask.

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