The Role of Giving in Negotiation

<p>Bob Burg would define&nbsp;<em>giving</em>&nbsp;as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of&nbsp;<em>Negotiations Ninja&nbsp;</em>to hear Bob’s thoughts.&nbsp;</p><p>Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrote a series called “Go-Getter” with John David Mann about the power of giving.</p><h2>Outline of This Episode</h2><ul><li>[2:19] Is the concept of giving naive?</li><li>[8:16] Think strategically about giving</li><li>[12:08] Value is in the eye of the beholder</li><li>[14:27] The constructs of happiness and pleasure</li><li>[18:40] Detachment from the outcome</li><li>[23:40] How to change perceived value</li><li>[26:58] Learn more about Bob Burg</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.amazon.com/Handbook-Higher-Consciousness-Ken-Keyes/dp/0960068880" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Handbook to Higher Consciousness</a>&nbsp;by Ken Keyes Jr.</li><li><a href="https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Influence: The Psychology of Persuasion</a>&nbsp;by Robert Cialdini</li><li><a href="https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">How to Win Friends &amp; Influence People</a>&nbsp;by Dale Carnegie</li></ul><h2>Connect with Bob Burg</h2><ul><li>Bob’s&nbsp;<a href="https://burg.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(51, 122, 183);">Website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/bobburg/" rel="noopener noreferrer" target="_blank"