Negotiable assets with price tags

"See that penny on the ground," says Yoda.

"Yes, I do," you answer.

"It has value," Yoda offers.

"Great, then you pick it up. …it’s yours."

The universe’s senior magistrate doesn’t need your snark…just like you don’t need him (her?) to remind you that everything has value.

You may not value a penny, but someone does.

The best negotiators don’t invent value during the negotiation. They inventory it beforehand.

Prepare for an upcoming negotiation by listing every tradable asset you control…everything you can find in the basement.

Then, assign a value to each item.

After you price each asset, keep going and write down why each asset is worth what it is. You’ll need to be sharp with that exercise because you’ll have to defend your valuations during your negotiations.

Finally, repeat the exercise from the customer’s perspective: how will they appraise your assets? And, what do they believe their assets are worth?

Watch Erin Brockovich go red-ass on her negotiating opponents as she asks them to put a price tag on their "spine" and "uterus." (Go, Erin.)

Obviously, it’s difficult for anyone to price those assets, but it’s a brilliant negotiation tactic!