Comments on: If I… Will you? http://quotacrush.com/2009/02/24/if-i-will-you/ Accelerating Sales in Start-ups Fri, 27 Jan 2012 16:09:41 -0500 hourly 1 http://wordpress.org/?v=3.3.2 By: Vivek Sharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-143 Vivek Sharma Thu, 10 Dec 2009 21:46:45 +0000 http://www.quotacrush.com/?p=235#comment-143 Good point if it's in the context of an asked for concession. I do find the "if you do this then" (pause for a couple seconds so now they're really curious to see what they're getting) "I will do this" to be a super-effective method.<br><br>Now let me hold up my end of the bargain and tweet this out! :) Good point if it's in the context of an asked for concession. I do find the “if you do this then” (pause for a couple seconds so now they're really curious to see what they're getting) “I will do this” to be a super-effective method.

Now let me hold up my end of the bargain and tweet this out! :)

]]> By: Vivek Sharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-233 Vivek Sharma Thu, 10 Dec 2009 21:46:45 +0000 http://www.quotacrush.com/?p=235#comment-233 Good point if it's in the context of an asked for concession. I do find the "if you do this then" (pause for a couple seconds so now they're really curious to see what they're getting) "I will do this" to be a super-effective method.<br><br>Now let me hold up my end of the bargain and tweet this out! :) Good point if it's in the context of an asked for concession. I do find the “if you do this then” (pause for a couple seconds so now they're really curious to see what they're getting) “I will do this” to be a super-effective method.

Now let me hold up my end of the bargain and tweet this out! :)

]]> By: Mark I LaRosa http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-142 Mark I LaRosa Thu, 10 Dec 2009 21:34:25 +0000 http://www.quotacrush.com/?p=235#comment-142 Vivek,<br><br>You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same - get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.<br><br>In my example, the person has asked you for something. So... they say to you, "Can you waive the set-up fee?" Your response is, "If I waive the set-up fee, will you commit to paying for a year up front." I don't think it changes much if you change the phrasing to, "If you pay up front, then I will waive the set-up fee."<br><br>Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for - and responding to that.<br><br>Either way - the key is to ALWAYS make sure that any and every concession is a give on both sides. Vivek,

You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same – get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.

In my example, the person has asked you for something. So… they say to you, “Can you waive the set-up fee?” Your response is, “If I waive the set-up fee, will you commit to paying for a year up front.” I don't think it changes much if you change the phrasing to, “If you pay up front, then I will waive the set-up fee.”

Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for – and responding to that.

Either way – the key is to ALWAYS make sure that any and every concession is a give on both sides.

]]> By: Mark I LaRosa http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-232 Mark I LaRosa Thu, 10 Dec 2009 21:34:25 +0000 http://www.quotacrush.com/?p=235#comment-232 Vivek,<br><br>You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same - get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.<br><br>In my example, the person has asked you for something. So... they say to you, "Can you waive the set-up fee?" Your response is, "If I waive the set-up fee, will you commit to paying for a year up front." I don't think it changes much if you change the phrasing to, "If you pay up front, then I will waive the set-up fee."<br><br>Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for - and responding to that.<br><br>Either way - the key is to ALWAYS make sure that any and every concession is a give on both sides. Vivek,

You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same – get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.

In my example, the person has asked you for something. So… they say to you, “Can you waive the set-up fee?” Your response is, “If I waive the set-up fee, will you commit to paying for a year up front.” I don't think it changes much if you change the phrasing to, “If you pay up front, then I will waive the set-up fee.”

Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for – and responding to that.

Either way – the key is to ALWAYS make sure that any and every concession is a give on both sides.

]]> By: Vivek Sharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-141 Vivek Sharma Thu, 10 Dec 2009 21:18:25 +0000 http://www.quotacrush.com/?p=235#comment-141 This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:<br><br>"If you {do this thing for me}, then I will {do this other thing for you}"<br><br>The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.<br><br>Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always. This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:

“If you {do this thing for me}, then I will {do this other thing for you}”

The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.

Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always.

]]> By: Vivek Sharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-231 Vivek Sharma Thu, 10 Dec 2009 21:18:25 +0000 http://www.quotacrush.com/?p=235#comment-231 This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:<br><br>"If you {do this thing for me}, then I will {do this other thing for you}"<br><br>The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.<br><br>Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always. This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:

“If you {do this thing for me}, then I will {do this other thing for you}”

The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.

Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always.

]]> By: vivsharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-140 vivsharma Thu, 10 Dec 2009 16:46:45 +0000 http://www.quotacrush.com/?p=235#comment-140 Good point if it's in the context of an asked for concession. I do find the "if you do this then" (pause for a couple seconds so now they're really curious to see what they're getting) "I will do this" to be a super-effective method.<br><br>Now let me hold up my end of the bargain and tweet this out! :) Good point if it's in the context of an asked for concession. I do find the “if you do this then” (pause for a couple seconds so now they're really curious to see what they're getting) “I will do this” to be a super-effective method.

Now let me hold up my end of the bargain and tweet this out! :)

]]> By: Mark I LaRosa http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-139 Mark I LaRosa Thu, 10 Dec 2009 16:34:25 +0000 http://www.quotacrush.com/?p=235#comment-139 Vivek,<br><br>You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same - get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.<br><br>In my example, the person has asked you for something. So... they say to you, "Can you waive the set-up fee?" Your response is, "If I waive the set-up fee, will you commit to paying for a year up front." I don't think it changes much if you change the phrasing to, "If you pay up front, then I will waive the set-up fee."<br><br>Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for - and responding to that.<br><br>Either way - the key is to ALWAYS make sure that any and every concession is a give on both sides. Vivek,

You are offering up a subtle variation on it, and I get your point. Overall, the idea is the same – get something for everything you give up. Depending on how the conversation or the negotiation comes up would depict how you phrase this.

In my example, the person has asked you for something. So… they say to you, “Can you waive the set-up fee?” Your response is, “If I waive the set-up fee, will you commit to paying for a year up front.” I don't think it changes much if you change the phrasing to, “If you pay up front, then I will waive the set-up fee.”

Your point is valid if they don't specifically ASK for a particular concession. I was coming from the vantage point of a concession that is asked for – and responding to that.

Either way – the key is to ALWAYS make sure that any and every concession is a give on both sides.

]]> By: vivsharma http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-138 vivsharma Thu, 10 Dec 2009 16:18:25 +0000 http://www.quotacrush.com/?p=235#comment-138 This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:<br><br>"If you {do this thing for me}, then I will {do this other thing for you}"<br><br>The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.<br><br>Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always. This is a great tip Mark! To me this is the single most important phrase in a negotiation. Could I suggest a minor variation though. The folks at ScotWorks (great negotiation training btw) have suggested this form:

“If you {do this thing for me}, then I will {do this other thing for you}”

The key here is that you put your request to the customer *before* you tell them what you will concede. The reason is that if you tell them what you are giving up first there's a good chance the customer is already distracted by it (they just got a concession!) that they don't pay as much attention to what they have to give up.

Mark, *if* you respond to my comment *then* I will tweet out a link to this great post. Great article as always.

]]> By: QuotaCrush » Blog Archive » No celebrating until the deal is signed http://quotacrush.com/2009/02/24/if-i-will-you/comment-page-1/#comment-137 QuotaCrush » Blog Archive » No celebrating until the deal is signed Sun, 03 May 2009 23:19:26 +0000 http://www.quotacrush.com/?p=235#comment-137 [...] at least half of the instances, the objectives were very clearly outlined.. “Fred, if I give you this deal, will you get us a signature before the end of the month?” “Mark, I can certainly have this done [...] [...] at least half of the instances, the objectives were very clearly outlined.. “Fred, if I give you this deal, will you get us a signature before the end of the month?” “Mark, I can certainly have this done [...]

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