Before The Negotiation: Bring Aids
Lesson 7 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Before The Negotiation: Bring Aids
Lesson 7 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lessons
Class Introduction
15:07 2Before The Negotiation: Assess Your Assets
08:08 3Before The Negotiation: Diagnose Their Pain
06:13 4Before The Negotiation: Do Due Diligence
05:46 5Before The Negotiation: Interest Matchmaking
03:34 6Before The Negotiation: Prep Purposefully
05:52 7Before The Negotiation: Bring Aids
08:57 8Before The Negotiation: Prime Value
04:53Before The Negotiation: Ask, Ask, Ask
06:38 10Before The Negotiation: Leverage Agreement
05:29 11During The Negotiation: Money Talk
11:45 12During The Negotiation: Money Chasers
07:29 13After The Negotiation
03:05 14Bonus Lesson: Email Negotiation
03:26 15Bonus Lesson: How To De-escalate
04:03 16Bonus Lesson: Dealing with Deadlock
05:12Lesson Info
Before The Negotiation: Bring Aids
a couple of things I want you to think about again, thinking really strategically. They're all kinds of prop ideas I want you to bring. You should come in with an armload full of weapons. Maybe it could be a plastic sword, but other things work, too. So, for example, I actually brought real proposals that I use in my pitches. So, Lauren, thank you for printing all these out for me. So one, when we do body language coaching Somalia has this. We actually have a handout that we physically give them. They don't have to have this handout, but it's really nice to have, like, a little booklet. They can take notes and write. Like if I say when you sign up with us, we're gonna give you your own coaching guidebook. They're like, I want to see what's in the coaching guidebook, right? So we actually physically print them out and buying them. Another example is you can actually print out different reports for people, right? You can print out reports and say this is an example that we did with Magel...
lan. We actually put in a customized report for them and say, When you're done, we'll have a customized one of these for you. Here's one an example from a previous client and notice. We bind them and we go toe OfficeMax. We spend the $5 we bind them. Value $5 turned into 5000 with just binding like it's amazing how much value people put on that. Actually, Nancy Duarte taught me that she's a presentation expert. She prints out the most beautiful, glossy handouts, all for presentations, because it gives it weight right and is actually studies that show the heavier the clipboard the more seriously people take you. Special notes on these props a couple things other other benefits for these one bear leave behinds very frequently. Someone will be listening to you, but they actually want look your materials slowly on their own. It's a great thing to leave behind with them second their pass alongs. So if you're speaking at a company or HR director and you brought a really beautiful resume sample of work proposal list of referrals, a list of you know, testimonials, they can then say to their boss or their colleague or their teammate. Oh, yeah, And this candidate left this. Who are they going to remember, right? The person who left something with them. And lastly, people place a higher value on physical goods, which has been proven by research body language fixers. We talked about this. My power body language. Course I won't go over it now, But if you have someone who's in really defeated body language, their arms across their slumped over, they're not really listening right there, kind of looking over the wall. Every time you hand him a prop, they have to sit up, open their arms, lean forward and take something from you. Those are all positive micro messages. So in a way, every single prophet you haven't is very regular. Where I will go into a meeting with three or four different props. And I will say, you know, we have some great work for other clients. You want to just take a look at these pass over there out of their body language. They're looking, they're flipping 20 minutes later, they're back in their bad body language. And here's an example proposal that we're gonna be able to give to you after our presentation. If you want to take a look at that, I'm constantly giving gifts always offer before you ask Santa Clara University. This one's obvious by think it bears repeating. People who received an unsolicited favor were more likely to help the person who gave it to them than people who didn't receive a favor. Obviously, gifts, props and offers also create an incredible sense of report. I also, if I have a really big V I P client, I will call their assistant and I will ask what their favorite coffee is or their favorite breakfast is, and I will bring it with me. You have no idea how wonderful it is when someone actually did the research to call ahead and they say, Yeah, he loves the ah, flat, black and white from the coffee shop right on the street. Great. I stopped. I get him one. I get me one in a couple cookies on. We break bread, right? So call ahead. Figure out what their favorite drink or coffee is. If you're doing pre meetings and you're you want to bring them to your office, say, you know what? I can't wait to have our our client meeting. What would you like? Do you like lemonade? You like ginger ale is you like hot cocoa. I would love to have a little treat waiting for you when you get here, they're they're gonna cancel. No, right. If you tell someone you have a tree waiting for them, they're much more likely to come. Right. So it gives some excitement to and I always have treats waiting for people. I also will regularly bring my favorite book for them. So I have a whole stack of hardcover beautiful books that I love in my house. Because before I go into meetings, I will be like, what? Any of these books with a benefit for any of these books that they like them? Yes, my own. I do bring my own. But I also try not to bring my own in there cause I really wanted to be a gift. So it might be like, you know, I really thought you would like this book on the happiness advantage by Sean Acre. So I brought it to you, or I saw on Instagram that you just got a dog and I had this really funny kids book for your kids on how toe treat a dog, right? Like those kind of gifts are really, really remembered, and they're very affordable. So I often bring book gifts company swag, right? If you have any cool cos by, you can always bring that travel trinkets like if I go on a trip, I will often bring things from my trip, especially if I've had to reschedule. So sometimes it happens. I travel all the time for work where I'm like Oh, I'm so sorry. I have to cancel. I have a speaking about in Chicago or whatever. If I'm in Chicago, I'll get a little key chain of the bean and then I bring him and say, I'm so sorry I had to reschedule, but I brought you a little a little key chain for you and they're like, Oh, great. So especially if I've had to reschedule, I'll often bring them back. Travel trinkets. I'm only giving you a very short port parson portion of examples. I have a ton more examples in your workbook for you, as well as activities that you can do on your owns, that we can just pound out the class. All of that is in your workbook. I also have sample proposals for you so what my Lauren did for me. Thank you so much. Lauren is she actually took every single one of my proposals and made templates for you. So all you have to do is download them and fill in the blank. So they're all for you, waiting for You can use my templates can put in your own picture your own testimonials. We have slide decks in a couple different options for you Just have toe fill in the blank, so they're all made for you. If you're wondering what went into a proposal was there for you, I also have my speaking deck. I have some sample cost quotes. So how to actually format your cost? Quote in an email, Have some samples. You can literally just copy and paste them if you want. And some emails for raises as well. What email template you should use. Remember, Do not wait for someone to notice your hard work. You have to be your own champion. If you ask for you want. That's the only way that you're going to get what you want. And I know that this is hard because we want to be humble. We want to be grateful. I do not believe that humility is about discounting your successes. I think it's about being grateful for them. Talking about your success and championing your work is not not being humble. It's just showing gratitude because you want to be able to express it and share it and help people with it. Motive. Negotiation in person negotiations always do better face to face. We know it produces better report, however, And by the way, when we do face to face a couple different studies easier to decode body language and they often produce better results. However, this is my butt weights. But wait email can produce better outcomes in a specific scenario. So if conditions are unstable. So if you're like, really unsure about the research, you can barely fill in those columns sometimes actually better to initiate any email association because it gives you a little bit of time in between the talking. If you're going in blind negotiation, sometimes email is better when partners into exit an email discussion. So if you have someone who is not the decision maker right, it doesn't always help you to sit for an hour and deliver an amazing presentation if they're just gonna go on pitch to the person next door. So sometimes in that way sending them things and then they can forward on is actually better, because you're able to put it all in an email, as opposed to worrying about it being translated or given to someone else for you. Color proposal, tips, success history, not work history. So it doesn't have to be your resume. So I'm gonna give you a couple of those samples. I do not recommend putting your full resume you want. Think about your success history as opposed to your work history. I also have a couple of visual proof and video examples. You'll notice I have tons of photos of these proposals. The reason for that is because it's my way of showing social proof. I also very regularly film videos, and I send them ahead of time and after. So when you buy the course, I actually have one. Actually, I think you can go get these. I put them on my website for you. If you go to science people dot com slash money, I actually put riel videos that I have sent to clients up for you to go see. So you're welcome to go check those out introduction videos. Thank you. Videos, bonus videos, sample videos. That way, if it's being forwarded onto a decision maker, they're actually hearing it from me. So I put up some actual videos that I have sent out to clients so you can watch them. Half of the negotiation could be one before you walk into the room. We've just spent the first hour and 1/2 talking about what you do before you even walk in. That is some of the most important work you can dio.
Class Materials
Bonus Materials with Purchase