Before The Negotiation: Prime Value
Lesson 8 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Before The Negotiation: Prime Value
Lesson 8 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lesson Info
8. Before The Negotiation: Prime Value
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: Prime Value
Let's dive right into step one. So the very first thing that I wanted to do, what I briefly touched on it earlier is a prime ing value. So I think that prime ing is actually a very interesting psychological concept that we don't take advantage of enough. So the power of prime ing from a scientific point of view, is that we're using words and images to shape experiences and actions, meaning the words or images that we use or show change. The person that were with that was why earlier I was hinting, Tell them you're going to give them a treat. Tell them you've put a lot of work in a call. Tell them you're really looking forward to the call. When you do that, you are prime ing them toe. Also, b'more excited and have a better interaction with you. So we're talking about the power of prime ing. I want you to think about as you're walking into the room or those few minutes before How do you illicit the exact outcome that you want to produce? What do you want? The feeling of the meeting to be...
, for example, for a bride, it might be calm. For a client, it might be efficiency for ah, boss, it might be excitement or energy. You want to think very carefully about that, that emotion, because not all emotions are created equal and you could actually prime people to have that exact response. Every email, every message, every prop you're sending should be thought out with. What is the emotion I want this to produce? What are the words I want to use to produce this emotion? Other thing to think about is using more words like we our us A study published in journal Experimental Social Psychology found that using in group pronouns so we our US increased positive feelings of people in conversation. This is a great thing to keep in mind. You're writing emails when you're thinking about how you're gonna walk into a room. Those we our us pronouns, work a lot better because it already has that agreement, right? That that prime ing of agreement that we want before, So this is a little bit before we're kind of This is my transition from before to during So before your emails, your pre calls your calendar invites your calendar invites in a weird way is your best prime ing opportunity. What do you put in the description of your calendar invite? If anything, most people are like meeting with Sarah. Send 9 a.m. on Tuesday. What if it was brainstorming Call with Sarah Description. Reviewing goals together for desired outcomes for the next six month plan. Strategizing, collaborating and creatively thinking about long term and short term goals like that is the biggest missed opportunity we have is in those calendar invites. So thinking about your title as well as your description and, of course, your materials, right when you're preparing a proposal on your testimonials, what kind of emotions do you want to come through in those during? So now we're going until we're actually in the room. I believe that prime ing is going to set you up for those first few moments. What kind of report building questions do you want? If you want that collaborative teamwork atmosphere, you're better off asking more personal report building questions. But if you want to stick to business business, show efficiency and competence, you're better off talking about industry trends or news updates or things that you've researched about them. Where those are two totally different kinds. Were poor building questions in your workbook. I have a very long list of my favorite prime ing questions, ideas and scripts. There literally scripts you could either say on a phone call or drop into an email if you want. Just until you hone your own skills, be able to write your own so you could totally swipe my scripts if you'd like them. I also want to think about your own positive prime inks. Remember how our own feelings of our ability affects our negotiation ability? When participants were primed to have positive expectations, they were significantly more successful, You'll notice every word I use in this course is excitement, teamwork, agreement, collaboration value. I only used negative words anxious, nervous and fearful at the very, very beginning. The 1st 5 or six slides and I will not use them again. Why? I do not want to prime them in you. Here's the other aspect of charging. When you charge the right amount, you do better work when you have lots of baton is lots of alternatives. You feel more freedom and flexibility in the creative strategic thinking that you do in addition, when people pay the right amount, they appreciate your work. So it's very important not just for you to charge for your work because you deserve it, but also to make sure that's helping your clients do better work as well. Same with bosses, right? If you are showing up and they know that you're they're paying you at the top rate of your salary range, they're going to make sure they're taking advantage of all of your skills, and that's what we want.
Class Materials
Bonus Materials with Purchase