The first step in negotiation is the investigation, or information gathering stage. This is a key stage that
is often ignored. Surprisingly, the first place to begin is with yourself: What are your goals for the
negotiation? What do you want to achieve? What would you concede? What would you absolutely not
concede? Leigh Steinberg, the most powerful agent in sports (he was the role model for Tom Cruise’s
character in Jerry Maguire), puts it this way: “You need the clearest possible view of your goals. And you
need to be brutally honest with yourself about your priorities.”  Knowing your goals during the
investigation phase can relate back to our earlier discussion on emotional intelligence and self-awareness.
Going into the negotiation with your own emotions and thoughts in check will likely make it a more
During the negotiation, you’ll inevitably be faced with making choices. It’s best to know what you want, so
that in the heat of the moment you’re able to make the best decision. For example, if you’ll be negotiating
for a new job, ask yourself, “What do I value most? Is it the salary level? Working with coworkers whom I
like? Working at a prestigious company? Working in a certain geographic area? Do I want a company that
will groom me for future positions or do I want to change jobs often in pursuit of new challenges?”
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