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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"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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