Founder & Managing Partnerr at MAD Perspectives LLC
We face negotiations in every aspect of our lives. As an independent consultant, I am frequently negotiating the scope and pricing of engagements. Even though I had taken a negotiation course as part of my MBA (back in the 90s), iIthought updating my perspective would be useful.What was your favorite part of the program?
I did not know what to expect from an online course as I had not pursued online learning. The HBX experience has supercharged my interest in web-based courses. I enjoyed the simulations and the de-construction of those simulations the most. I learned quite a bit about myself and how I can improve my approach to any negotiation. I appreciated how each module built upon knowledge from previous modules.How are you applying the skills you've learned in Negotiation Mastery?
I am paying more attention to how my clients perceive the value of my services. I find myself rephrasing their statements to confirm their true needs. In particular, I put it in writing. It seems that when they see it in writing, they provide greater clarity, which then allows me to scope the engagement more effectively.Any advice for people who will be taking Negotiation Mastery?
Make sure you make the time for each module. I am fortunate to have a flexible schedule as I am self-employed. I found that by making time to review the introduction to each module, very soon after it was released, allowed me to be ready to be paired for the negotiation simulation early.Why do you think it’s important to continue your education and keep learning?
As humans, we should always be open to learning new ideas. As an independent consultant—it is an imperative. My clients are paying me for my insight and knowledge in a particular business segment. That said, gaining or enhancing my general business skills can only help me interact and serve my clients better.What’s the best piece of advice you have ever received?
Listen. Listen to understand what someone is saying and what they really need. Sometimes the words they use are not necessarily the words they mean. Ask questions to understand their motivations.
I am paying more attention to how my clients perceive the value of my services. I find myself rephrasing their statements to confirm their true needs.