Skill + Do
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."
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.
"Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding what the path to an agreement is." Christopher Voss
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