The Give-Get List: Stop showing up without a game plan.

Let’s cut to the chase: negotiating a sales deal isn’t about caving in to every price request or tossing out free add-ons just to seal the agreement. It’s about balancing what you give with what you get so both parties walk away feeling victorious. Enter the Give-Get List—a deceptively simple tactic that can revolutionize your negotiation.

What Is the Give-Get List?

At its core, the Give-Get List is a tool that helps you map out two things:

1. Gives – Concessions you’re willing to offer (slight discounts, flexible payment terms, extra implementation hours, etc.).

2. Gets – Commitments or concessions you want in return (longer contract terms, case study rights, faster deal closing, etc.).

Pairing a give with a corresponding get ensures that each concession has tangible value and preserves the overall worth of your solution. Think of it like a see-saw: every time one side tips, the other side needs a counterbalance.

Why Use It?

• Preserves Your Value

  • You’re not handing out freebies that undercut your margins. Instead, you’re trading something of value for something in return—like a multi-year contract or a logo placement.

• Builds Trust

  • When everything’s clearly laid out, your buyers know you’re transparent and fair. They see each concession as a measured business decision, not a desperate attempt to close.

• Speeds Up Decision-Making

  • No more impromptu “Sure, we can do that” or “Maybe we can remove that fee?” moments. You already know exactly what you can offer and what you expect in return.

How to Create Your Give-Get List

• Identify High-Value “Gets”

  • Exclusive Logo/Case Study Rights: Increases your credibility in future deals.

  • Extended Contract Length: Locks in predictable revenue and fosters deeper partnerships.

  • Referral/Introductions: Opens doors to new departments or sister companies with minimal cost.

(hint - talk to your manager or director to understand how your business values gets)

• Brainstorm Worthwhile “Gives”

  • Slight Discount: A small financial concession can seem like a big win to your buyer—if you pair it with a valuable “get.”

  • Flexible Payment Terms: Eases budget strains for the client, but ensure they shorten their procurement review in return.

  • Implementation Support: Sweetens the pot by reducing ramp-up time, but maybe you get a testimonial out of it.

• Set Clear Boundaries

  • Non-Negotiables: Don’t budge on critical items like intellectual property rights or drastically reduced margins.

  • Minimum Acceptable Terms: If you need at least a certain monthly fee or contract length, plant that stake in the ground from the start.

Putting It Into Practice

Scenario:

A prospective customer wants a 15% discount and an extended pilot period. Before you say “yes,” check your Give-Get List:

Give:

• 15% discount

• extra 30 days of piloting.

Get:

• Two-year contract (instead of one).

• Permission to feature their logo in your case studies.

By pairing your concessions with theirs, you maintain your solution’s overall value while giving them the perception of a “win.” Result? A fair deal for both sides—and a better relationship long-term.

Quick Tips to Level Up Your Give-Get strategy

• Lead with Value, Not Price

  • Showcase how your product solves real problems. When buyers see the tangible ROI, the conversation moves beyond mere discounts.

• Use the Right Timing

  • Don’t dump all your gives upfront. Offer them incrementally so each concession feels earned and tied to a reciprocal commitment.

• Document Everything

  • Keep track of each concession and its corresponding get. You’ll save time and avoid confusion when finalizing the contract. (Make it clear what has been agreed upon)

• Practice Makes Perfect

  • Role-play with your team or a sales coach. Familiarity with your Give-Get List helps you stay calm and confident in real negotiations.

Negotiations get messy when you’re improvising under pressure—especially when big discounts or extended free trials hang in the balance. That’s why the Give-Get List is such a game-changer. It forces you to align each concession with tangible value from the buyer. You’re not just giving; you’re trading—and that’s how you protect your margins while satisfying your customers.

Stay Caffeinated & Keep Closing,

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P.S. Got a burning sales question? A negotiation nightmare keeping you up at night? Hit reply or DM us. We’ll tackle it head-on in a future newsletter.