Jul 1, 2021
In coaching, there’s a concept known as ‘The Manual’ - an unspoken set of rules we hold other people to without their knowledge.
In a negotiation scenario, this line of thinking can be
problematic, counter-productive and destructive to our ability to
really advocate for ourselves.
Our employers aren’t automatically aware of the
specific core values we bring to an organization. Expecting them to
“just know” erodes our confidence, and holds us back from
optimizing our employment outcomes.
How do we practically stop basing our success on how other people
respond? How do we shift towards a more beneficial and empowering
mindset?
In this episode, I talk about why assumptions set us up for
failure, and how to optimize what you control.
Three Things You’ll Learn In This Episode
The danger of trying to control other people in
negotiation
Why
is it hard to fully advocate ourselves in a negotiation when we’re
making assumptions and holding the other side to a set of rules
they have no idea about?
Why we have to focus on what we control and let go of
everything else
Framing
our success in negotiation around someone’s response can foster
discouragement and defeatist thinking. How do we positively focus
on optimizing what we can control instead?
How to bounce back from a
fumble
How can we
flip a negotiation fumble into an opportunity to raise the bar and
create an opportunity for mutual value?