On Negotiation: What One Wants

Whether you are negotiating salary or getting your kids to clean their rooms, whatever negotiation you are engaged in, I’m almost sure you know what you want–what you really, really, REALLY want.

But wait. What does the other side want?

Knowing what the other side wants is often the key to unlock a deal. Get unlocking.

Open Mind 🧠 Opens Doors

I was frustrated. Frustrated by the situation that I found myself in. I had a plume of smoke above my head. But then, I took a moment, and thought I should probably keep an open mind. Then I thought: Everyone would agree that an open mind is almost always, and for sure, better than a closed mind. Ain’t that right? So I took another look. To my utter surprise, my mind was only half open; I had assumed an image of a very open-minded self that was becoming untrue. While I was busy with my frustration, I have tuned the conversation out, and was closing my mind as the frustration built. So I pried my mind open. I pried. And I pried. And then, wow. A door revealed itself, unexpectedly. And the door opened.

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Getting to the Dinner Date — Pitching to Investors

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I was roaming around the University of Chicago Booth School of Business when I stumbled upon an interesting video playing on the bulletin board. First, it was about pitching! Cool! I’m interested. Secondly, it was a female professor talking about pitching. Excellent, I’m ready to see some diversity. I stayed to watch more. Then, as she talked, it got me really, really excited. So much so that I yelled “yes!” repeatedly at the screen. What she said in the video was so true! You are not (just) asking for money; you are building — and going into — a relationship!

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