We’re diving deep into the art of negotiation, especially when it comes to asking for a raise. The episode is broken down into three main parts, each designed to give you practical tools and insights that you can apply right away.
First up, setting the stage. Before you even think about negotiating, it’s crucial to understand the difference between “interests” and “positions.” You’ll learn why knowing the underlying reasons behind what both you and the other party want is key to finding a win-win solution. We’ll also talk about how to prepare yourself, including knowing your BATNA (Best Alternative to a Negotiated Agreement), your aspiration point, and your reservation point. Plus, you’ll get tips on how to build rapport and strategically frame your requests to set the tone for a successful negotiation.
Next, we move into taking action. Here’s where you get the practical strategies you can use during the negotiation itself. We’ll cover techniques like anchoring—where you set the initial offer to guide the conversation—and how to make strategic concessions. You’ll also learn about the power of silence, managing your emotions, and making sure that any concessions you make are balanced by getting something in return.
Finally, we tackle more complex situations. Sometimes, negotiations aren’t straightforward. Maybe you’re dealing with a difficult negotiator who’s being aggressive, uncooperative, or even deceitful. In this part, we’ll discuss how to handle these tricky scenarios while still aiming for a win-win outcome.
Throughout the episode, you’ll get a clear, actionable framework that you can use to negotiate effectively, whether it’s for a raise, closing a business deal, or even in your personal life. The focus is on preparation, understanding what both sides truly want, and using smart strategies to reach an agreement that works for everyone.
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Timestamps
Note: Timestamps will vary on individual devices based on dynamic advertising run times
1:15 – Introduces negotiation, focusing on asking for a raise
3:45 – Explains interests vs. positions in negotiation
6:10 – Prepares by knowing your BATNA, aspiration, and reservation points
9:30 – Builds rapport and trust before negotiating
12:20 – Frames arguments to align with other party’s interests
15:05 – Introduces anchoring to set the tone
18:40 – Makes concessions while ensuring reciprocity
22:10 – Uses silence strategically in negotiations
25:55 – Manages emotions, avoids triggers in tense talks
29:40 – Creates value by expanding negotiation scope
33:25 – Prioritizes and bundles issues in multi-issue negotiations
37:15 – Deals with difficult negotiators like aggressors and stonewallers
41:00 – Recognizes closing signals to finalize a deal
44:45 – Documents agreements to avoid post-settlement disputes
47:30 – Reflects on each negotiation to improve
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