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It’s not hard to make yourself a better negotiator if you’re up for it: there are a ton of books written by psychologists, FBI hostage negotiators and even former spies—surely one will grab you.
But first you have to decide that negotiating is a practical, useful skill in running your expertise business.
That it isn’t tacky, beneath you or somehow demeaning to your character.
That negotiating in a humane way—where you’re looking for mutual wins—is an essential part of running a high-end expertise practice (it’s no accident that my top performing clients tend to be thoughtful negotiators).
Negotiation doesn’t just mean getting clients and buyers to agree to your price and terms—it’s also about understanding the motivations and desired end state of the other party.
It’s knowing in a deep visceral way what you want and need from the situation or transaction—so you won’t let emotion (“I have GOT to close this deal!”) or fatigue sway you to accept less.
The thing is, once you can clearly articulate what you want and what you’re willing—and not willing—to do to get it, you can often hand the reigns off to a highly skilled veteran, like say your business lawyer.
You can become a “good enough” negotiator.
When I sold my first company, I led the initial meetings where we talked about what we wanted to build together—the vision for the sale.
Once we had the big picture nailed, I brought in my attorney and gave him the scope I wanted him to work within—there was a lot at stake and I wanted an expert at the table.
That experience taught me to see negotiation as an integral part of day-to-day business—where you have the opportunity right up front in every engagement to set the terms for your mutual success.
That means negotiating isn’t to be avoided, but to be embraced as part of building the relationship.
Not just at the beginning, but all along the way.
So yes—if you aren’t already a “good enough” negotiator, it’s worth getting better…
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