The Five Fs of Negotiation

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If your first line in your negotiation includes your name, you're talking about the wrong side. You get a huge advantage from leading the negotiation. Go first, focus on them, frame the offer correctly, leave yourself room to concede and use multiple offers. And i want to remember, always, no feeble offers.

Dr. Victoria Medvec offers her top strategies for greater confidence in asking for–and getting– what you want.

— YOU’LL LEARN —

1) Four strategies to minimize your negotiation fears

2) The one thing even expert negotiators get wrong

3) The five Fs of fearless negotiation

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— ABOUT VICTORIA —

Victoria Medvec, PHD, is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University. In addition, Medvec is a co-founder and the Executive Director of the Center for Executive Women at the Kellogg School and the CEO of Medvec and Associates, a consulting firm focused on high stakes negotiations and strategic decisions.

• Victoria’s book: Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes

• Victoria’s email: victoriamedvec@medvecandassociates.com

• Victoria’s website: MedvecAndAssociates.com

— RESOURCES MENTIONED IN THE SHOW —

• Study: Prospect theory (full text)

• Book: Influence: The Psychology of Persuasion by Robert Cialdini

• Book: How We Know What Isn't So: The Fallibility of Human Reason in Everyday Life by Thomas Gilovich

— THANK YOU SPONSORS! —

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