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Freelance Ain’t Free: Part 2 – What Does Your Win Look Like?

Posted by Andrew Hupert on Sep 7, 2017 11:18:26 AM

Freelancer Problem #1: What’s your WIN?

Forget about individual projects right now. Where are you dong to be in 3 years? Is your freelance work part of your entrepreneurial business plan that will see you starting a major enterprise? Or would you like to end up working at his company? Or are you just using freelance work as a side-hustle until you do something else? Maybe you’re involved with NGOs or organizations that do socially important work that you support.

 Read Part 1:   Freelance Isn't Free - Negotiation Planning  

The key strategic issue is how this freelance assignment fits in with your bigger picture goals.  

That is going to be key to figuring out how much to invest in getting the job — and how much you’re going to get paid.  

Figure out your base rate. We’ll look at this in much more detail at a later time, but if you want plan on grossing $100K in a year, you’ll need to earn $400 per day, or $2000 per week.

So if $400 per day is your base, you now have to think about how much you are willing to adjust your price -- premiums as well as discounts. . 

For an ordinary assignment, your base rate is a great place to end up. If it is an industry or cause that you really care about, you can give a significant discount if it means getting the job. And what about a difficult client or an industry that you don’t care about — or will have to do a lot more work to complete? Add in a premium that ill make it worth your while.

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Topics: Negotiating agenda, killer negotiating tactics, Freelancers

What are Negotiating Tactics? Explainer Video

Posted by Andrew Hupert on Aug 10, 2017 9:30:00 PM

Is building your tactical negotiating plan easy and straight-forward?  No way.

 But learning how to do it is.  

Take a look: 


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Topics: Dueling narratives, Negotiating strategy, how to negotiate, Negotiating agenda, how to succeed at negotiation, Cross cultural negotiation

Negotiation is a Duel Between Competing Stories.  Watch the video.

Posted by Andrew Hupert on Aug 7, 2017 9:49:42 PM

Negotiation is a duel between two competiting narratives.  You have your story -- he has his.  How can you turn this to your advantage?  

Take a look: 

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Topics: Dueling narratives, Negotiating strategy, how to negotiate, Negotiating agenda, how to succeed at negotiation, Cross cultural negotiation

Tactical Tuesday: Dropping Anchor (aka: Stage Setting)

Posted by Andrew Hupert on Aug 1, 2017 10:04:29 AM

AKA: Stage setting, Ambitious Open, Seizing the agenda

Description: Deliver your ambitious opening offer first, and set the range of all subsequent discussion. Anchoring is useful for establishing a price or value range – and for determining the negotiating agenda.  You must be confident in your opening offer, however, since you can’t raise it later.

Intent: Seize the initiative, influence value, and set the agenda.

Style: Competitive – but can be Collaborative.

Category: Value Manager

FlashMBA's Negotiators Toolkit

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Topics: Tactical Tuesday, negotiating tactics, Negotiating agenda, Drop anchor, Anchoring

What is Your Negotiating Agenda?

Posted by Andrew Hupert on Jul 20, 2017 11:26:37 AM

 The old saying is true: If you fail to plan, you are planning to fail.

A negotiating agenda is your plan for success.   The first commandment of negotiation  is “never think and speak at the same time”. Your agenda is the advanced planning that will prepare you for any contingency once you are at the negotiating table. It is made up of 3 components:

  • Deal points / Variables
  • Process
  • Relationship 
FlashMBA's Negotiators Toolkit
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Topics: how to negotiate, Negotiating agenda

5 Business Skills That All Negotiators Must Master

Posted by Andrew Hupert on Jan 19, 2017 11:15:04 AM

Business Negotiation is not a single skill.

It is 5 Business Skills...

and you have to master all of them to succeed. Good negotiators understand the mechanics of negotiation – the planning and tactical positioning – but that is just the
beginning. If you want to be a successful negotiator, you also need to master: 

  •             Business analysis & strategic planning
  •             Communication
  •             Management
  •             Critical thinking and problem solving
  •             Leadership

FlashMBA's Negotiators Toolkit

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Topics: millennial professionals, Negotiating strategy, Strategy, how to negotiate, Negotiating agenda, how to succeed at negotiation, Cross cultural negotiation, business skills,

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