Episode 14
Feel the Fear and Negotiate Anyway
Negotiation may not be something you do every day but doing it well can have long-lasting benefits. In this week’s episode, Michael is joined again by his colleague, Rebecca Zucker, who lays down the law about why you should always negotiate – even if it gives you the heebie-jeebies. We learn why it’s a mistake to assume that merit alone will lead to appropriate rewards and that the best way for people to meet your needs is for you to share what they actually are. We learn how to have a pre-offer conversation, how to “bundle” your priorities, and how to position yourself as being on the same side as your counterparty, not their opposition. Also, why you might consider hiring a female divorce attorney.
The psychometric instrument that Michael and Rebecca refer to, that distinguishes between “feeler” types and “thinker” types, is the Myers-Briggs Type Indicator or MBTI. You can do a web search to find free simple version of this instrument, or you can find a provider to do the official one.
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