People don’t always appreciate your value. They need to know why they should deal with you. So you must position yourself, so you feel legitimate. Deborah Kolb likes to tell people, “Performance doesn’t speak for itself. You’re doing a great job and nobody knows.” It’s up to you to negotiate. Deborah knew the VP of Business Development in a financial services company. She and her husband worked in two different parts of Texas, and she…
How to Discover Your Values [Put The Conscience Code into Action]
Richard Shell believes that you have to know yourself to know your values. And unfortunately, many people aren’t clear on what their values actually are. How do you discover that? One of Richard’s favorite pastimes is creating self-assessments. In his book, “Springboard: Launching Your Personal Search for Success,” he shares an exercise called “The 6 Lives” to help people to try to figure out their priorities when it comes to overall achievement-based and happiness-based values….
Don’t Forget “Pathos” as a Negotiation Tactic
In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft talks about some of Aristotle’s principles of persuasion. What are those three principles? Pathos: Pathos is the application of emotion. People who are more passionate can be more persuasive, right? When someone gets excited, it prods on your emotions and will often get you excited. Ethos: Ethos refers to your reputation. If you’ve worked with someone before and brought them good deals, they’ll…
How to Operationalize and Manage Labor-Based Contract
Let’s say you’re a procurement professional working to manage spend for labor contracts. You’ve broken down the hours, and you even understand the allocation of cost. You’ve done your homework to make sure money isn’t being hidden. Everything looks good, so you get a contract in place. The problem is—even if you’ve done it all on the front end—managing a labor contract at a site-based level is a significant nuisance. If it’s a time and material-based…
SLAY: Rebecca Zung’s Formula For Negotiating with Narcissists
Rebecca Zung has become popular in the world of negotiation because of her expertise in negotiating with narcissists. She runs both a YouTube channel and a podcast with the goal of teaching people how to negotiate with narcissists. In a recent episode of Negotiations Ninja, she shared the basics of her “SLAY” formula. How to SLAY your negotiation with a narcissist It’s estimated that 1 in 10 people have either narcissistic personality disorder or narcissistic…