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Presupposition – Interactive Lesson B

Hi, this is AJ and welcome to this months’ VIP lesson Interactive B. Part A was kind of long. Part B will be shorter. In this part I will ask you questions. Listen to the questions and answer with just a few words, one or two words, a few words and answer as strongly and powerfully as you can. Use a strong voice. Let’s get started.

Reciprocity is a negotiation tactic.

What is a negotiation tactic?

Reciprocity. Reciprocity is a negotiation tactic.

What kind of tactic is reciprocity?

Negotiation. It’s a negotiation tactic.

Is it a negotiation strategy or a negotiation tactic?

It’s a negotiation tactic. Reciprocity is a negotiation tactic.

When you do something nice for someone they feel obligated to reciprocate.

When you do something mean to someone do they feel obligated to reciprocate?

Actually yes. Yes, we learned in the video, the audio, that when you do something mean to someone they also feel obligated to reciprocate.

So, if you do something nice to they feel obligated to reciprocate?

Yes, if you do something nice the other person feels obligated to reciprocate. And if you do something mean they also feel obligated to reciprocate.

They feel obligated to what?

To reciprocate, to do the same back to you. They feel obligated to reciprocate.

This is called the law of what?

The law of reciprocity. This is the law of reciprocity.

So the law of reciprocity says, people feel obligated to reciprocate. They feel obligated. They feel they must. They feel required to reciprocate. For example, if you go to lunch and you want to pay what do you say? You say I’ll pick up the lunch or I’ll pick up the check.

Do you say, I’ll put down the check?

No, you don’t say I’ll put down the check.

You say I’ll what? Pick up, I’ll pick up the check. I’ll pay for the check. Or you could say I’ll pick up the lunch. I’ll pay for the lunch.

When you pick up the check usually, the other person will insist on paying next time.

Will they demand to pay next time?

Yes, yes, they will demand to pay next time. They’ll strongly say, I will pay next time.

They will what?

Insist on, they will insist on paying next time.

Who will insist on paying next time?

The other person. The other person will insist on paying next time, when you pick up the lunch.

When you pick up the lunch the other person will what?

Insist on paying next time. They will insist on paying next time.

The law of reciprocity says, we feel a deep unconscious need to be even or to get even.

What kind of need do we have?

A deep unconscious need.

Is it conscious or unconscious?

It’s conscious. No, it’s unconscious. It’s a deep unconscious need. It means we’re not aware of it, but we still have it. It’s a deep unconscious need to be even or to get even, to be even.

Do we want to be unequal or do we want to be even?

According to psychologists, we want to be even. We want to be even. We want to reciprocate.

If you want to sell to a prospect, should you do something nice?

Yes. If you want to sell to a prospect you should do something nice.

To a prospect or to an existing customer?

To a prospect in this example, to a prospect. Yes, you should be nice to your customers too, definitely.

But for sales, for a prospect you want to be nice because of the law of reciprocity.

A prospect is an existing customer right, a current customer?

No, no-no-no-no, a prospect is not a current customer.

What kind of customer is a prospect? Potential; a potential customer. They’re not a customer yet but they may be, they could be possibly. That’s a prospect.

What do we call a potential customer or a potential buyer?

A prospect; a prospect is a potential customer or a potential buyer.

Another tactic is to ask a lot of questions.

This is called what?

The Socratic Method. This is called the Socratic Method.

What is the Socratic Method?

Asking a lot of questions. Asking a lot, a lot, a lot of questions and listening carefully to the answers.

That’s what kind of method?

Socratic Method; that is called the Socratic Method.

Is that the plutonic method or the Socratic Method?

That is the Socratic Method, it comes from Socrates. It’s the Socratic Method, asking a lot of questions.

When you use the Socratic Method, the other person will be more open to being influenced by you.

They’ll be more open to being what by you?

To being influenced by you. They will be more open to being influenced, persuaded by you.

Now Brian Tracy has negotiated many, many, many contracts. He has done negotiations over multi-year time spans, over multi-year time spans.

Just one year?

No, no, no, not over one year, over several years, more than one year. Over multiple years, multi-year time spans.

If you have a disagreement, a big disagreement, should you argue about it and continue talking about it?

No, no you should not argue about disagreements, especially in the beginning. You should not.

What should you say?

You should say, let’s come back to this. Let’s come back to this. Let’s return to this. Should you continue arguing or should you say, let’s come back to this?

You should say, let’s come back to this. Let’s return to this later. Let’s come back to this later.

Is saying let’s come back to this a good negotiation tactic?

Yes it is, it’s an excellent negotiation tactic. You want to put off disagreements.

To put off means to delay. To put off until later, means to delay until later.

Do you want to put off disagreements or talk about them immediately?

You want to put off disagreements, delay disagreements. You want to put off disagreements by saying, let’s come back to this later.

How do you put off a disagreement, what do you say?

You say, let’s come back to this later.

When you say let’s come back to this later you are what?

You are putting off the disagreement. You are putting off the disagreement. You are delaying the disagreement.

Another way to describe a disagreement is pushback, pushback. If you have pushback from another person it means you have disagreement from them.

What’s another way to say, disagreement?

Pushback, pushback.

If you get pushback from someone, what should you do?

If you get pushback from someone you should put off the disagreement. You should put off the argument until later.

Finally, you can use fairness as a negotiation tactic. You can push the fairness button– that’s an idiom and it means talk about the fairness issue, talk about the fairness issue– push the fairness button. This word fair or fairness triggers an emotional feeling.

Does it destroy an emotional feeling?

No, no, no, it doesn’t destroy an emotional feel it creates or starts an emotional feeling. It triggers an emotional feeling.

What word triggers an emotional feeling?

Fair or fairness. Fair is the adjective, fairness is the noun. Let’s talk about fair. Fair triggers an emotional feeling. This word fair triggers; starts, creates an emotional feeling.

If you want someone to back off what word should you use?

If you want someone to back off you should use the word fair.

To back off means to stop, to step back. So, if someone is saying something you don’t like, if they’re giving a suggestion you don’t like, a good way to disagree is to use the word fair. Say that’s not fair. You need to be fair. We need to have a fair agreement.

That’s a good way to disagree is by using the word what?

By using the word fair.

Using the word fair you can get someone to back off, to go back, to stop.

What word is good for getting someone to back off?

Fair. Fair is a good way to get someone to back off, to stop or to back off.

What’s another word for rules, especially rules of business, rules of a contract, rules of payment?

Terms- terms.

Terms means rules, especially in business, we use this word terms.

What’s the word?

Terms, terms.

Do you want to set the terms?

Yes, you want to set the terms.

Set the terms means create the rules or decide the rules. In business you say, I will set the terms of the contract. It means I will decide the rules. I will say the rules of the contract. You are the one deciding the rules.

So is it good or bad to set the terms?

It’s good! It’s really good to set the terms.

You want to set the terms or you don’t want to set the terms? You want to set the terms. You, you want to be the person who decides the rules, not the other person.

That is the end, da-da-da-dah.

That is the end of part B of our Interactive Lesson. Listen to both parts. Part A will help your listening when you listen to the original part of the video, the original audio, the beginning and then also listening to my vocabulary explanation helps your listening and, of course, your vocabulary.

In part B with the questions you get a lot more repetition of the vocabulary. You train your brain to think in English, so be sure to answer with a strong loud voice when possible, when you’re alone. Use a strong loud voice. You can shout just one or two words when you answer these questions.

Do your best. Improve every day.

See you in the next lesson in the commentary.

Bye for now.