8.4 Exchange Value (OBN-VL)

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Match the 4 Value Exchange steps with the corresponding statement.

Expert negotiators understand what has high value to the customer and what it is worth for the sellers’ side. They identify what to exchange, and what to obtain in return, with a focus on high value, low cost exchanges. They also have a plan for a series of decreasing exchanges to deliver the message that they are flexible, but “the end is near.” Be sure to plan the START, GOAL, and the EXIT, for a planned yet flexible approach.
Follow this by providing the benefits of the exchange to the buyer.
Resistance is likely, so top negotiators are prepared to state a demand at least three times. Reciprocity is key to success.
Many negotiators expect a number of rounds, which creates a feeling of collaboration and willingness to work together. High performers start with the largest, most impactful exchanges, but don’t offer everything at once.

Name the exchange, and clearly articulate the value and/or cost.