Before The Negotiation: Prep Purposefully
Lesson 6 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Before The Negotiation: Prep Purposefully
Lesson 6 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lesson Info
6. Before The Negotiation: Prep Purposefully
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: Prep Purposefully
last step Prep purposefully. Not perfectly. The reason why Abbas is so, um, my high content, just my perfectionists in the room like me, my fellow confections. Yet we have this really bad tendency to over prepare where we feel like we have to prep perfectly. The point of me giving you this sheet is not because I want it perfectly filled out. I just want it filled out. So don't spend too much time procrastinating while researching, Researching and procrastinating is a very fine line. Fine line there, especially if you're cold pitching right. If you're cold pitching, you feel like you have to have it perfect. It's purposeful. Not perfect, not purposefully, not perfectly. A couple little research points for you here. There actually is science on when it is best to negotiate. So when, according to the research, of course, pleasant weather conditions influenced positive social relationships and improved moods. Always better to go in on a sunny day, especially for cars or homes, people tend ...
to lie less in the mornings. We tend to have ah, morality effect that happens. Daniel really did some amazing research on a when and how we lie. People are much more honest in the morning, so I almost always have breakfast meetings. We feel more affinity with someone if we break bread with them. So if you can bring a snack where you can go over lunch or you can have it in a cafe, I usually will bring some kind of food. I have a lot of breakfast meetings. A lot of my negotiations are done over breakfast. Who? This is not necessarily who you're negotiating with. Because usually we don't have much control over that. It's who you bring with you. Yes, there is an option for you to bring someone with you. This is a great secret back pocket tactic. The first person that you want to think about is an expertise booster. Do you want to bring a lawyer with you? Do you want to bring a highly technical person? Do you want to bring the person who referred you, right? Like can you bring someone who's gonna boost the expertise of the knowledge in the room? Is there a confidence booster? If you're meeting with someone, you're a little bit nervous. Who can you bring? That just gonna make you feel better? It's gonna give you that nice extra boost of confidence so that you could also think about who is your support system in the room or right outside the room? Lastly, strength booth booster. So specifically, is there someone who can help you with a certain aspect of the negotiation that you don't feel so great about? Right? Like maybe you're very good about talking about one thing. They're not so good about one another. So I have frequently brought a team member into negotiations Where your office, their office, a neutral location should do it in person, on phone or email is actually something not to take lightly. There's some science here. Science has found that there is a home fuel advantage. We do feel better in our space. This makes sense from a confidence perspective. When we feel at home, we know our area. We have our proposals. We have our water. We feel more confident. However, you don't always have the option to do a home field advantage. So the good news is is researchers were able to reverse the effect when they told visitors to people who went to someone else's office or space that they had above average negotiation skills highly qualified, even though they were totally randomly selected. So this course is your confidence booster in a certain sense, right? You already now have above average negotiation skills. So if you have to go into someone's office, you're good, Don't worry. But I do prefer the research prefers you try to do it in a space that you're comfortable with. Ah, this is your confidence boost, and this is what your swords come in. So any time you can leave your sword by your desk, you could just grip it and have it. Will confidence to you that was, Are those moments for you that little confidence a boost? What? So if you have a hard time talking about value, this is really important. So if you're a really nervous about stating your number in the room or quoting your rates, these props are really important, which we talked about very a little bit earlier. Props, gifts, proposals and proof. You should be ready to bring these in with you and hear all the different ways that we do that the biggest mistake that we have is hoping that your hard work will be noticed. I want to be prepared to share about your successes both verbally, non verbally and physically rights. We won't actually be like the multi broadcast of our successes verbal, nonverbal and sharing some proof ideas for you. We'll start with proof that the easiest ones curated testimonials, so you must need to have testimonials for work for your work if you want to earn. So if you're offering prices, you want to have as many testimonials as possible. But the big thing here is curating them for each individual client. Relevant samples of work a lot of the time. If you're going in your bring proposals or samples or examples, pick the one that are going to resonate most of that person. So making sure that your pictures and your evidence is relevant to them. Payscale numbers. If you can bring into numbers or some competitors numbers referrals at the ready. This is a really important one. Most of the time, your referrals will not will not be called even for job interviews, even for clients. Whenever you are pitching a new client, you should have referrals on hand. You could send a lot of times just saying I have five people who would be happy to talk about the expertise of my work. Here is someone who had a great, gassy wedding. Here's someone who I did a big wedding party. Here's someone having at the ready. It's all they need. Really. They don't Probably not gonna call those people, would they? See? Wow, there is social proof right there. Other offers. So this is another one that you can think about. A really powerful negotiation tactic is showing a little bit of scarcity, right? So we talked a little bit about fear of missing out, so that scarcity factor can really hype up someone's desire.
Class Materials
Bonus Materials with Purchase