Skill + Do
You get what you deserve, but how do you know if what you get is valuable? That’s why all good negotiators start first with understanding how to be good evaluators.
Understanding value is the fundamental skill you should study to excel as a negotiator.
Start first by ensuring you understand the value of all your negotiable assets. This may be an impossible exercise without the help of your manager, but that shouldn’t stop you from getting the answers you need.
You will create a positive outcome for your negotiations when you understand the underlying value of what you are trading.
The tricky part of most negotiations is understanding the value of the items your negotiation opponent is trying to stuff down your throat. But because you’ll work hard to make your negotiation friendly and collaborative, you’ll have the space to ask the other party to explain the value. If they’re so adamant about including the item(s) in the deal, they’ll easily be able to help you understand the value.
"The sweetest two words in any negotiation are actually, ‘That’s right.’ Before you convince them to see what you’re trying to accomplish, get them to say, ‘That’s right.’" Christopher Voss
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