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The Trade-Off Gambit tells you that anytime the other side asks for a concession in the negotiations, you should automatically ask for something in return.
Use this expression: “If I can do that for you, what can you do for me?"
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These 3 things could happen when you use this gambit:
- You might just get something. You might get compensated or you might be able to add a dental plan to your insurance or an office upgrade?
- You elevate the value of the concession. When you're negotiating, why give anything away? Always make a big deal out of it. When you elevate the value of the concession, you set it up for a trade-off later.
- It stops the grinding away process. This is the key reason why you should always use the Trade-Off Gambit. If they know that every time they ask you for something, you’re going to ask for something in return, then it stops them constantly coming back for more.
- Don't change the wording; if you change even a word it can dramatically change the effect.
- Don't ask for something specific in return because it’s too confrontational.
(See TRADE OFF MAGIC Card)