How Do You Negotiate Well?

Get clear on what you want.

Summary
Transcript

In this backstage video from Leadercast Women 2018, speaker and author Molly Fletcher shares her advice for successful negotiations.

“One of the mistakes I see people make sometimes when they negotiate is they go into that conversation and maybe they aren't clear on what they want,” says Molly. “It sounds so basic, but when we get clear on what we want, that guides our conversation.”

Watch the video to hear dos and don’ts of negotiation from Molly.

TAKEAWAYS
- Approach a negotiation as a conversation.
- Know what you want out of the conversation and give people options.
- Offer value to other people even as you seek what you want or need.

The more that we can connect with the people that we're negotiating with, the more that we can keep that conversation going. And the more that we can keep it going, probably the higher likelihood that we'll close a deal.

So we teach a tool in our negotiation training called an EWOC, which is helping people get clear on everything that can be negotiated inside of that conversation. What do they want? One of the mistakes I see people make sometimes when they negotiate is, they go into that conversation and maybe they aren't clear on what they want. It sounds so basic, but when we get clear on what we want, that guides our conversation. When we create options for people, they feel like they have a little bit of control and then they can pick one of those options, if you will.

And then, of course, what are you willing to let go of? Part of negotiation I think that's a healthy one is, we've got to let go of things. One of the things that we believe is that if we connect and we build great relationships then ideally, we're probably going to close deals faster, because there's a connection there. And maybe when we go back to the table and negotiate with them again, it goes more quickly and maybe the deal, of course, is a little bit better. It's about listening. It's about truly being curious about what matters to the other side.

One of the mistakes people make when they negotiate is, they spend a lot of energy and a lot of time worrying about what they want. And that is a component of it. But the more that we can sit inside of the heads and the hearts of the people that we're negotiating with and what matters to them, the more that we can probably close that gap. Because at the end of the day, we obviously need to serve them and provide value to them as part of that process.

Molly Fletcher

Molly Fletcher is a trailblazer in every sense of the word. As a top sports agent, she was hailed as “the female Jerry Maguire” by CNN, representing many top athletes and negotiating more than $500 million in contracts in the high sta...

Take Action

Complete the following Action Items to put the insights in this video into practice,
and share them with your team to continue your leadership growth.

Perfect your new leadership skills every day with these exclusive Leadercast exercises, available to Subscribers! Click here to become a Subscriber.

Liquid error: No such template 'platform/programs/search-modal'