Before The Negotiation: Leverage Agreement
Lesson 10 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Before The Negotiation: Leverage Agreement
Lesson 10 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lesson Info
10. Before The Negotiation: Leverage Agreement
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: Leverage Agreement
What I like to do here is try to leverage agreement. Specifically, how do you listen to their answers? What are you listening for you? Then you have to listen very, very carefully. Agreement is everything. We know this what the most biggest predictors of positive outcomes. Self disclosure, which we talked about. Interestingly, cooperation and creative problem solving. You want to frame this with them as let's figure this out together, not, I want you give. But let's try to figure this out. I really want to make this a win win for us. How you listen. There's a couple things that I want you to try to listen for. I find that it's easier to listen when you're trying to fill in the blank. So cheat. Cheat Fillon's leave if you can. Two bullets blank at the bottom of every column. If you leave two bullets blank and you know that you have to fill in the blank while you're listening, it helps. You have kind of a goal for wire listening, so leave two bullets blank at the bottom and try to fill i...
n the blank. Then these all come together. Any time you can say me too. I agree. I feel the same way. You're listening for those moments because every time you say I agree me to, we feel the same way. That's my goal to You're creating these nice little mutual ties of agreement, and that's how you get them into that agreement mindset. I call this goal oriented listening. Your goal is to fill in the blanks or to say me too. That is what you're listening for. Those highlighted moments listening for points of agreement, mutual interests and similarities how you talk. Okay, so you've listened. You've heard it. You fill in the blank. I like to in that 1st 3rd the transition from the 1st 3rd of the 2nd 3rd is now talking about all the similarities. So now you're taking the ball right? You've been going back and forth. Now you're saying common and transition us into money talk. What you're talking about is so I know that for your company, this transition is incredibly important. Probably very stressful. What I want to do is make it so that your team has actual tools to make the transition you mentioned. You said, I agree, and you're literally pointing to different ideas on your sheet or things that they brought up as a way to transition them into talking about money. I call this the yes ladder, which we're going to talk about in a little bit when you make big, non verbal report you build. When you mimic nonverbal, you build rated report. There's a lot of studies on this. However, I do not want you to mirror negative body language. So if they air in blocking body language and slumped over and have their hand on their face, you do not want a mirror that negativity, and it creates this really awful cycle of negative body language more so it's a subtle, matching, again power body language. If you have trouble nearing, that's in that course. I'm not gonna go into it here. So you primes, which goes to asking, which goes to advice, seeking and agreeing. So you're mirroring now. We're gonna go on to what's called the yes Ladder. Anyone heard the yes ladder before the yes ladder is an idea that when you're in a really good negotiation, you are both focusing on points of agreement. I offer value here. You see value here. I want to solve this pain point. That's your pain. 0.0.2. And on this you're able to climb deeper into agreement. That's kind of the metaphor. Why it's called a yes ladder was great evidence of the small Yes, of starting with those small agreements. Asking for the small agreement works in negotiations as well. That is why I want you to be constantly referring back to your negotiation cheat sheet of where they agree and disagree on assets in pain. You'll notice I have a section your negotiation cheat sheet called agreements. What you want to put in here is where you think you're going to agree most and start with the smallest one. So where do you think you're gonna both agree? So in the yes ladder, you're starting with this big goal, right? And the goal was right on top of your yes letter that that one money goal on those badness working backwards. Where do you agree? Where are the similarities between the two of you? Where are you aligned? This could be values or interests. And this is how I sort of think about the yes ladder. There are four different buckets. You could potentially agree with again. I'm going to these very fast cause there's prompts in your workbook for you logistically example. So it looks like we have a timeline of about eight weeks. Is that right? That's a point on the s ladder. You're saying I could make eight weeks work? Can you? Yes. We're on the same page. Check literally. In their mind. You're trying to get them to say yes? Absolutely. Me too. I agree. I'm there, too. Values. I know we both put a high priority on quality working attention, attention to detail, your very detail or into person. Is that right? Right. That's another step on the S letter, which also says, I'm also a person who likes attention to detail goals. You and I both want this to be a win win outcome. I know we wanted both walk out of here with something really good that works, by the way. Really? Well, when you're also trying to save money but you're trying to buy a car, they really want to tell you the car. You really want to buy the car. That's a really good goal to remind them of. And similarities. Hey, listen, we're both go getters. I know we can find a way to make this work. Don't you agree? It's a very formal way of saying, like, Let's make this work. So all of these different prompts are ways to get them back on that yes letter. I like to think through them, but they also come back organically.
Class Materials
Bonus Materials with Purchase