Before you enter the negotiating room, there are a number of steps you need to take if you want to leave the table with the biggest possible slice of the pie.
Here is a checklist of the types of questions you’ll want to work through heading in. The first set relates to preparation required to solidify your position and the second relates to information essential to understanding that of your opponent.
· What are your objectives?
· What are your must-haves and non-negotiables?
· What is your economic walk-away (or bottom line) position?
I lived and worked in Europe for four years in the early 2000’s. I recall my first trip to Waitrose supermarket while living in the UK. It looked mostly familiar. Fruits and vegetables at one end; bread, dairy, and meat at the other; and gray processed foods in between. I soon learned it was different. Within minutes of each other I made the missteps of both asking a stocking clerk where I could find the English muffins (they’re called white muffins) and requesting sliced American cheese (there was no such thing) from the deli counter.
I also have spent a good part of the past 10 years working primarily with Asian companies, making perhaps 50 trips across that vast continent, with about half my time in China. There too, I flubbed many a meet...
“You are not a failure until you start blaming others for your mistakes.” - John Wooden
Many of us will remember the classic episode: the “Fonz”—the tough, cool leather-jacket clad character from the TV show Happy Days—confronting his near-physical inability to acknowledge his errors. “I was wrrrrr . . .” he would start. After a few tries he’d get to, “I was wrrrooo . . .” Suffice it to say, wrong didn’t quite roll off his tongue.
Brené Brown is a leading researcher, who has studied vulnerability and how it, as well as the absence of it, affects us personally and professionally. Her studies show that people with feelings of self-worth tend to establish more meaningful and enduring relationships, and an attribute common among t...