The Elements of Negotiation

ELEMENT 103The Choice to Negotiate: Challenging the Obvious

In our day-to-day lives, we are often presented with situations, prices, and terms that seem set in stone. These “givens” are accepted without question, as if they are unchangeable truths of our world. But what if they're not? What if we possess the power to challenge and negotiate these so-called standards? This element serves as a wake-up call, urging you to recognize and embrace the often-overlooked choice to negotiate.

The Misconception of Non-Negotiability

Many of us labor under the misconception that certain aspects of our professional and personal lives are non-negotiable. Whether it's a price tag on a product, a salary offer, or the terms of a contract, we tend to accept these without question. This passive acceptance stems from a combination of societal norms, lack of awareness, and sometimes, our reluctance to step out of our comfort zones.

SMARTnership: The Art of Challenging the Obvious

SMARTnership, a concept at the heart of my negotiation philosophy, challenges this non-negotiable, passive approach. It's about recognizing that negotiation is not just a skill for boardrooms and formal deals but a valuable tool for everyday interactions. By adopting a SMARTnership mindset, you begin to see negotiation opportunities where you previously saw barriers.

The Price Is Not Just the Price

Take, for instance, the price of a product or service. The common belief is that prices are fixed, but in reality, they ...