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Sales Skills / Negotiate Without Fear / Lesson 10
LESSON 10 · NEGOTIATE WITHOUT FEAR

Look for Win-Win Trades

Practical ways to look for win-win trades, where both sides gain more than they give.

Different values make trades possible. Look for what is cheap to you and precious to them.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

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.

Photo for the tip: Win-win trades create value
TIP 1

Win-win trades create value

When each side gives what is cheap for them and gets what is valuable, both end up better off.

TRY THIS
Search for them.
Photo for the tip: List what each side values
TIP 2

List what each side values

Find differences in priorities, such as speed versus price, which can be traded.

TRY THIS
Write both lists.
Photo for the tip: Offer a package of trades
TIP 3

Offer a package of trades

Combining several items can unlock deals that single items cannot.

TRY THIS
Draft it.
Photo for the tip: Trade across time
TIP 4

Trade across time

One side may value an early payment, the other a longer commitment.

TRY THIS
Consider timing.
Photo for the tip: Trade across risk
TIP 5

Trade across risk

One party may bear risk more easily than the other, and that can be priced.

TRY THIS
Discuss risk.
Photo for the tip: Trade across effort
TIP 6

Trade across effort

Doing extra work you find easy can be valuable to them.

TRY THIS
Offer help.
Photo for the tip: Ask what else they would value
TIP 7

Ask what else they would value

Their answers may reveal tradable items you had not considered.

TRY THIS
Ask openly.
Photo for the tip: Make trades explicit
TIP 8

Make trades explicit

Say if you do this, can you do that? to keep things clear.

TRY THIS
Use if-then phrases.
Photo for the tip: Avoid giving without getting
TIP 9

Avoid giving without getting

Every concession should be matched.

TRY THIS
Stay disciplined.
Photo for the tip: Confirm and document the trade
TIP 10

Confirm and document the trade

Write down the exchange to avoid disputes.

TRY THIS
Send a summary.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

TRADE

“If you commit to a year, I can offer priority service.”

ASK

“What would be valuable to you?”

OFFER

“I can include training at no extra cost.”

CHECK

“Would that help?”

LINK

“In return, could we agree on a longer term?”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
List differences in value
DAY 2
Find three possible trades
DAY 3
Offer them as packages
DAY 4
Ask for what you need in return
DAY 5
Test reactions
DAY 6
Agree and confirm
DAY 7
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.

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Next lesson: Separate the Person From the Problem →

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These 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: Ask "Why Is That Important to You?"Next: Separate the Person From the Problem →

  1. Know Your Goals and Your Limits
  2. Find Your Best Alternative
  3. Research Their Needs and Pressures
  4. List What You Can Give and What You Need
  5. Set Your Opening Position
  6. Plan Your First Three Sentences
  7. Decide Your Walk-Away Point
  8. What They Say vs What They Need
  9. Ask "Why Is That Important to You?"
  10. Look for Win-Win Trades
  11. Separate the Person From the Problem
  12. Create More Options Before You Decide
  13. Use Fair, Objective Standards
  14. The Pie Is Bigger Than You Think
  15. The Power of Calm
  16. Let Them Say "No" First
  17. Open-Ended "How" and "What" Questions
  18. Use "How Am I Supposed to Do That?"
  19. Mirror and Pause
  20. The Late-Night FM DJ Voice
  21. Let Them Talk Themselves Into It
  22. Never Give a Discount for Free
  23. Trade, Do Not Just Give
  24. Hold Your Price With Confidence
  25. Respond to "That Is Our Budget"
  26. Use Odd and Precise Numbers
  27. Bundle Instead of Cutting Price
  28. When to Walk Away
  29. Handle a Pushy Negotiator
  30. Respond to a Deadline Threat
  31. When They Say "Take It or Leave It"
  32. Deal With Silence and Stalling
  33. Stay Polite When You Are Angry
  34. Negotiate With Someone More Senior
  35. Summarise Every Agreement Out Loud
  36. Put It in Writing the Same Day
  37. Leave Both Sides Feeling Good
  38. Do Not Celebrate Too Soon
  39. Protect the Relationship After the Deal
  40. Learn From Every Negotiation
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