The essential idea
Creating value expands what is possible. Claiming value protects a fair share of what you helped create. Skilled negotiators do both.
What to remember
- Differences in priorities, timing, risk tolerance, and resources create opportunities for useful trades.
- Negotiating one issue at a time can hide combinations that work better for both sides.
- Objective criteria make value claims more credible and less personal.
- Information sharing creates value only when it is thoughtful and appropriately protected.
Put it into practice
- Trade, do not give. Connect every meaningful concession to something of value in return.
- Offer multiple packages. Present two or three workable combinations to reveal priorities without forcing one answer.
- Add low-cost value. Look for terms that matter greatly to them but cost you relatively little.
- Use standards to claim value. Support your share with market data, precedent, performance, or another neutral benchmark.
Common mistakes to avoid
- Assuming the pie is fixed
- Revealing sensitive information without a purpose
- Creating value and then failing to protect your share
Your next move
List five negotiable variables beyond price, then mark which matter more to you and which may matter more to them.
Bottom line: Strong negotiators prepare with intention, stay curious during the conversation, and make decisions against clear standards—not pressure.