Trade, Do Not Just Give
Practical ways to trade rather than just give, so every concession builds toward a fair agreement.
Trading keeps balance. Offer a package, not a handout.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Trading keeps balance
When you trade instead of giving, both sides feel the deal is fair and sustainable.
Plan trades.
List the variables you can trade
Price, time, scope, payment terms and support are all tradable items.
Write them down.
Prepare two packages
Offering combinations lets them choose and shows flexibility.
Draft both.
Present both together
Showing two good options keeps control with you while giving them choice.
Present calmly.
Ask them to choose
Letting them pick builds ownership.
Ask which they prefer.
Confirm the trade clearly
Summarise what each side gives and gets.
Repeat it.
Write it down
A written record prevents disputes.
Send a note.
List variables
Price, time, scope.
Write.
Trade, do not give
Balance.
Plan.
Prepare packages
Choice.
Build two.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“If you can pay upfront, I can offer a better rate.”
“Here are two combinations.”
“Which would you prefer?”
“Does that feel balanced?”
“I can include this at low cost to me.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
List possible trades
Prepare two packages
Offer them together
Ask them to choose
Confirm the trade
Write it down
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
Keep your place and keep growing
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Never Give a Discount for FreeNext: Hold Your Price With Confidence →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
