Welcome. I am so excited to talk to you today about the power of negotiation and how you can do it more effectively. My name is Vanessa Edwards. I'm the best selling author of captivates and I love studying what makes people tick. And one of the things that universally everyone around the world troubles with is negotiating, especially talking about money, asking for money, asking for discounts. If you struggle with this, you are not alone and here's the good news is there are tools you can use to become better negotiating and right now everything is up for negotiation. And this is the big thing that I want to start with is that negotiation is a life and career skill. You're not born with it. No one, no one, I promise. No one is a born negotiator. We learn negotiation skills and the good news is you can work on them. So when we're thinking about what we want to negotiate for, I think that everything is up for negotiation not only our leases and costs of things, but timelines pricing are...
how we're treated our boundaries, all of those things are up for negotiation. And so learning this skill can help you with all of those things. Here is the very first thing I want to learn about negotiations. The most critical way that you can get more as you negotiate is learning the difference between a vitamin and a painkiller. And when I learned this, it completely blew my mind. It changed the way that I thought about how it was framing everything. Most people when they're negotiating or their positioning their products for themselves or their service, they position it like a vitamin so vitamin is good for you. You should take it right in the morning. We think I should take my vitamin. It doesn't solve an immediate problem. We think it's good for some sort of long term effect. We have to remember to take it right. We're not reminded of it. Were like, oh yeah, it's about that time of day. I should take my vitamins and we don't feel it's immediate effect. A lot of marketing, a lot of negotiating people talk about vitamins, you should do this, this is good for you. You should have this just in case. What I want you to begin to think about is when you go into negotiations, what you're asking for, You want to frame it like a painkiller. So a painkiller, like an aspirin. You want it right away. If you have a headache or a knee ache or a backache, you're not reminded of it. It's reminding you all the time. And you're like, I need this painkiller and you will do anything you'll search for through cabinets, you ask your friend and when you have it, you take it right away. It also has an immediate effect. When we're thinking about negotiating, we're thinking about positioning our products or services ourselves. We want to frame it like a painkiller. And a really simple way to do this is this course, right? So let's think about negotiating as a vitamin. So I can say to you, negotiation is good for you. It's important for you to learn negotiation. It will really help you sometime in the future. That's a vitamin. Instead, when I talk about negotiating skills and learning them, I'm better off framing it as a painkiller. So not negotiation is good for you, but rather when you have an interview, remind yourself of this course when you have your least sets up, you need to take this course if you know that you have a client who's about to have their term, their contract be up. You need to watch this course. And that way I'm framing it around a need not me telling you. But your contract is up with your client. Your lease is up with your landlord, you're due for that extra interview or the extra raise. And that way it's a painkiller. So that's the very first thing I want to think about is as you go into your negotiations, what are your painkillers? What are your things that people need right now? You don't even have to convince them of?