JC Quintana

Yeah.

So, well, we talked a little bit about how people kind of put things backwards, right?

We tend to say, let's provide the best possible experience, but we kind of forget to define expectations.

expectations that people have and so the dialogue seven framework tries to get people thinking about the right conversations necessary to start that relationship correctly and then work towards defining what that experience should look like in that relationship you know if you and i have met for the very first time we didn't know each other at all we sat down at the table

If we knew nothing about each other or why we're sitting across from that table, the first question that we ask would not be, hey, what kind of experience would you like to have?

The question you ask is, why are we here?

What is the nature of this relationship?

What defines it?

What are its boundaries?

What value do you expect from this relationship?

And then I'm going to tell you what value I expect.

And then in the middle, we're going to negotiate what is the cost necessary to achieve that value.

And so the Dialogue 7 framework

starts there, it is inclusive of social exchange theory and the basic idea that we are all in a social exchange to achieve our value expectations.

And the only reason why I will consider your values expectations or value expectations is whether or not it's going to cost me less or more to get my value expectations, right?

So if I say,

Let's define the relationship, which is element number one, definition.

And I say, let's define what this relationship's about and what each party in the relationship expects out of it.

The first question I'm going to ask is, in exchange for what?

If it's a transactional relationship, then I define the value by saying, you're selling me a hammer.