How to Negotiate Without Fear

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Vicky, welcome to how to be alsom at your job. Vicky: I include many stories of negotiations in my new book, negotiate without fear. She says you should always be focused on the other side's pressing business needs. "I think it's also important to know at what point you need to close it," she adds.

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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