How to get what you want
Negotiation feels like a hardcore thing that only 'business people' do. I get it. It belongs to a cut-throat world. But maybe it doesn't have to. Maybe it needs to be reframed as arguing for what is fair for everyone. Win-win.
Problem is, no one really teaches us to do it. Or to do it well. And fuck me if I'm reading The Art Of The Deal. There must be a better way. Speaking with Kim Mackenzie and Rosie Yakob about it, I realised there is.
Their workshop 'Speak Up, Cash In' feels like the answer to a problem many of us face. So I invited them to talk to me about it. Plus, they kindly offered an exclusive discount code for all you lovely newsletter readers.
If you put 'SALMON-LABS' at checkout, you can get $50 off. In the meantime, here are five lessons I learned chatting with Kim and Rosie:
Reframing negotiation. I always thought of negotiation as an adversarial exchange. But Rosie had this wonderful reframe: "strategic conversations". If you're into strategy, negotiation scratches those same itches, just for different outcomes.
The merit of compromise. Our industry seems to hate the idea of compromise. It feels weak. Impure. Yeah, er, bullshit. Compromise is a signal, not a surrender. It means you're willing to find common ground so both parties can win. The world needs far more of that.
Think like an improv artist. There are playbooks and scripts in your mind, and there's the reality of how negotiations go down. You need to stay responsive to what other people are saying. To start where they are, and work your way into where you are.
"No" is not personal. It's contextual. And the more we can train ourselves to accept "no", in high and low stakes environments, the more comfortable we get when negotiating. It's like a vaccine. You need a small dose of it, so you can build your tolerance over time.
Ask don't guess. Not asking for things can lead to catastrophising. You assume people are out to get you. Or ghosting you on purpose. Our minds hate ambiguity, more than they hate rejection. So asking clearly for things is one way to minimise that mental pain.
These are my notes. But you should watch the full video below.
Sooooo...
Want to improve your negotiation skills? Yep, me too. So I hope to see you at 'Speak Up, Cash In' on April 24th. And if you put 'SALMON-LABS' at checkout, you can get $50 off. Let me know if you'll be there too.
