12.1 Exchange Value – Introduction Video (SBSA)

12.1 Exchange Value

This video will introduce you to the concept of “Exchanging Value” over the course of a negotiation. Profitable, sustainable agreements come from a process of value exchange rather than making concessions with little or nothing in return. High performing negotiators know that when something is given away its value is diminished. When value is exchanged, it is enhanced. Successful negotiators resist giving things way with little or nothing in return, and always have a well thought out plan.