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 asset evaluators.
Understanding value is the fundamental skill you should study to excel as a negotiator.
You can’t create a positive outcome for your negotiations unless you understand the underlying value of all you are trading.
Start by ensuring you understand the value of all your negotiable assets, which may be an exercise that requires your manager’s help. However you get there, learn to appraise your assets and know what your stuff is worth.
The tricky part of most negotiations is understanding the value of the items your negotiation opponent tries to get you to take. 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 their evaluation rationale. If they’re so adamant about including the item(s) in the deal, they’ll easily be able to help you understand the value.
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Tomorrow - May 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
"This is a classic negotiation technique… count to 10. By then, the other person usually will start talking and may very well make a higher offer.” Bill Coleman
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