After the Negotiation
So at the end of your negotiation, there's a couple of things that I want you to do. One: everyone wins. A negotiation is usually the start of a relationship. Right, like this is how you anchor, how you're going to be set up for the rest of your relationship. By the way, an interesting story, is I got a "no." I was negotiating with a conference. They wanted to bring me in as a break out speaker and I offered a rate. They didn't like it. I was like "here's all the value I can provide, here are all the things, all the things here," and they still said no. But next year they came back and asked me to do the keynote because they had worked it into their budget for next year. So you don't know necessarily where negotiations are going. Sometimes a "no" is better than a "yes." Because if you work for what you're not worth, you work for less than what you're worth, you don't like the work, they're not appreciating it as much. Sometimes a "no" is actually a good thing. Ah, and don't antagonize.
So what I was going to say is whether you're a winner or a loser, try to make sure that they know that you enjoyed the negotiation process with them. In your workbook, I have a couple of ideas for you to end on a high. So you how you compliment after negotiation, some ideas for how you can end verbally. So, "it's great working with you on this," "I really feel like I got to know you and your company better." Right, so even after I got that "no," the conference, I said "hey, you know, your conference looks amazing. I wish you the best of luck with it. If you need recommendations for other speakers in your price range, I'm happy to offer them." That was an offer, I was happy with them, I did recommend other speakers for them, and so I think that helped with them bringing me back. So other compliments that you can give afterwards, some ideas for you. I also recommend sending videos, thanking them after the negotiation. And of course, summarizing quickly. When I get deal, when you get a deal, they say yes, you're good, I would not linger and rehash it. This is when you immediately want to go into, "okay, great, we did it, let's summarize quickly." A great summary: you summarize the agreements, you summarize the process. "It was great brainstorming with you. I learned a lot about your company and what I need to provide for you." Summarize the facts. You got, I got, we got, right? Very quickly, to make sure you're all on the same page. And then what happens next, right? So how is payment being taken care of, what's the next step, they're going to hire you or they're going to call you or you're going to call them. Summarize the next steps. And lastly, if it was a tough negotiation, if it kind of got heavy, mend fences, right? "You know, I know this was tough, I know we went really back and forth, but I am so happy with where we're at." Or, you know, "I know we couldn't find a deal, but I wish you the best of luck." So that also could be, that end. Obviously the more notes you take on your negotiation cheat sheet the better it is to do a summary because you can fill it in as you go. I personally like to do a quick verbal summary and then I like to follow up with a written summary and in that e-mail, I ask for confirmation. So I will almost always summarize everything I've put in this sheet and say, "Does this look right to you? Did I miss anything? Is all the points we've covered good?" It shows that you're conscientious. It also makes sure that you're not agreeing to something that maybe was misunderstood verbally. Post-Mortems: What did you learn, what were your successes, what could you have done better? On the back of my cheat sheet, normally, I will write down a couple of things that I learned, a couple of things that I would change. This cheat sheet has been modified, and modified, and modified to what it is today. Originally it was just assets and main points. Then I added research, then I added the yes ladder. So you might add your own section, and that's great. E-mail it to me, I would love to see what you add to it as you negotiate. So our summary, before we wrap up. Before a negotiation, you're assessing, you're prepping, you're making sure that you're researching and you're unbundling. Think of your big offers. How can you break them down into smaller pieces, into those BATNAs that will work. During, you're priming, you're agreeing, you're setting up the expectation. You're asking as much as possible. And then the moment you transition, you're offering that money chaser. Either proof, or safety, or both. And lastly, afterwards, you are both winning. Right? Offering those compliments, offering that follow-up. It's okay if you're waiting, cause in the waiting process you summarize, you revisit, you see this is really still a good fit. And hopefully you solidify any of that learning.
Do you get uncomfortable asking for what you want?
Do you worry about how much you are worth?
Do you have a hard time saying “no” and standing up for yourself? Do you feel like you are always getting the short end of the stick? It’s time for you to learn the science of negotiation. No longer lose clients, not get that raise you deserve, and finally, stop being the underdog.
Join Vanessa Van Edwards, published author and behavioral investigator, who has been featured on NPR, Forbes, CNN and USA Today, who will teach you her never-been-taught-before personal negotiation strategies.
We negotiate all the time -- from job interviews to client meetings to mattress buying to getting your spouse to the do the dishes. Everyone needs to understand the dynamics of powerful negotiations.
This class is for you if you:
Learn Vanessa's new research, get word-for-word swipe files, scripts, and Vanessa’s personal formula for negotiation that she has never given out before.
- Agonize about claiming your worth
- Have a fear of saying no because you think you might offend someone.
- Worry about negotiations because you are afraid they might turn into confrontations
- Have a lack of confidence when standing up for what you want.
- Are uneasy because you know you could be making more money in your job or business, but you don’t know how to ask.
In this class you will:
This could be a day long class, but instead, it has been designed to be short, dense and digestible and something you can always go back to before heading into a negotiation.
- Learn the science behind negotiation so you can take more control over your negotiations.
- Know and prove your worth so you can ask for what you need.
- How to predict a "no" coming on and how to pivot to turn it into a faster "yes".
- How to identify boss or client's reservations so you can prepare your pitch or conversation.
Our goal is for you to watch and rewatch this course anytime you are about to step into a negotiation room.