What The Yankees Teach About Business Negotiation
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“Effective negotiators have a style that those whom they are trying to influence, relate to and admire.�? Dr. Phil
From an employer – employee perspective, it looks like the Yankees and Ichiro Suzuki both negotiated an agreeable win-win-win deal. From this case study, what lessons can be learned about effectively negotiating?
Ichiro Suzuki presents serious credentials and experience with his value proposition:
12 seasons * 1,844 games * 2,533 hits * 10 All star selections * 1 MVP * 10 200-hit seasons * 10 gold gloves * 2 silver sluggers * 438 stolen bases
Taking advantage of Ichiro’s free agent status in 2013, the Yankees selected a player that provides beneficial, cost effective solutions:
- Ichiro will fill the speedster role of injured Brett Gardner.
- Ichiro is a temporary right field replacement for Nick Swisher, who is on day to day with a hip flexor strain.
Whether it’s about job salary or closing a business deal, successful negotiation should include 3 ingredients:
- Make sure your value proposition focuses on selling benefits, solutions and results. These are the only variables that interest companies and the person(s) in your meeting or interview.
- Know what motivates the other person. Then give it to them.
- Work from an “anything is negotiable” mind set.
Post a comment on your favorite negotiation strategies.
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