7/11/2024-Adam and Eve negotiations

Negotiations are difficult because each of them is unique and includes numerous variables. Master the art of asking for more and you’re almost home! But make sure you substantiate your "ask."

Since the world was created, negotiating has existed. (Ya think Adam and Eve didn’t negotiate a bit about what happened after that apple incident?)

Undoubtedly, you have developed some strong negotiating moves over the years, so these three core truths are a given:

1. Setting high goals gets you more. The formula is simple: ask for more, get more.

2. Establishing a Plan B gives you flexibility. Having options is a must in any negotiation, or you’ll get taken.

3. Everything is negotiable. (Don’t give unless you get.)

Today, establish your goals for a deal you’ll soon be negotiating.

What specifically do you want?

Write all of it down! The goals you state are important because they will guide your preparation and negotiation activities.

Once you proclaim your negotiation goals, you’re ready to build a proposal. And, as you’ve learned, Negotiation Rule #1 is to be aggressive with your "ask."

After you build your aggressive "ask" – your proposal wants – work on your Plan B. What are you gonna do when the other side pushes back?

It’s a simple math equation: ask for more, get more.

But the art of negotiation is not about proposing baseless, aggressive asks; the strength of your negotiation powers comes from being able to substantiate your aggressive asks.

This means you must itemize and value everything that’s on the table. And, to the best of your abilities, you must do the same with what you can receive from your negotiating opponent.

Of course, the number one asset you’re getting from your customer is money, but there might be other negotiable items you could get too (press releases, jointly produced case studies, access to other budgets, appearances on panels, intros and referrals, etc.).

To create your aggressive ask, create a defined picture of all your negotiable items. Next, understand each item’s value. Only then will you be able to understand what an aggressive ask by you looks like.

Does your ask feel aggressive, or does it appear piggish? The answer should help you define what aggressive ask means.

Most of the time, Shark Tank is not a great place to learn about the finer points of negotiations because, well…because it’s a TV show.

But it’s better than nothing…

In this particular clip, you’ll witness the pitch-woman stand her ground and not negotiate because she knows exactly what she wants. She stands up to the "BS" (Bully Sharks) and exercises a key negotiation right: she says "no."