Learn how to make your value visible over time and in the moment. In this video, Deborah Kolb explains the importance of knowing your value proposition—in terms of what you accomplished, and of what the other person values.
- Knowing what you want is an important early step…in any negotiation, but the next challenge…is to get negotiations off the ground.…Remember, that in workplace negotiation,…there's no formal structure.…You have to get the other person to negotiate with you,…but there are several steps you can follow.…The first step is positioning yourself to negotiate.…Remember, people negotiate with you…because you have something they want.…That something is the value that you bring to your job.…
We're not always clear about our value.…It's easy to talk about what we did,…how hard we work, but everybody thinks they work hard.…That's not your value.…Your value is what you have accomplished.…The sales that have exceeded goal,…the deal you made, the project that came in under budget,…the great feedback from an important client or customer.…But our performance does not speak for itself.…When our performance has been good, even outstanding,…we might not let the right people know about it…for fear of being too self-promoting.…
To set the stage for any negotiation that might come,…
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- The importance of negotiation
- Avoiding common negotiation pitfalls
- Determining what you really want
- Gathering relevant information
- Understanding bargaining power
- Determining your best alternative
- Anchoring your negotiation with options
- Making mutually beneficial agreements
- Anticipating responses
- Getting negotiations started
- Asking good questions