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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:
  1. 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.
  2. Know what motivates the other person. Then give it to them.
  3. Work from an “anything is negotiable” mind set.
Post a comment on your favorite negotiation strategies.

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