Putting the Right Issues on the Table

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A lot of negotiators, even expert negotiators will often negotiate the wrong deal. They have a tendency to negotiate what is standard and what always gets discussed. And they don't necessarily put the right issues on the table. So i always say that you should begin by making a list ofYour objectives are going to drive your negotiable issues. The first objective should always be to address the other side's pressing business needs. The second objective shouldAlways be to build the relationship. Thirdb tive is essential, which is to differentiate yourself. Fourth objective is to maximize your outcome.

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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