What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask: 

1. What are we asking them to do?
2. What risks are we asking them to take?
3. What is the value we will deliver in this negotiation?

The value we deliver has to be tangible, measurable, and tradeable. How do you make sure you’re hitting the mark? How do you avoid costly mistakes? Find out in this throwback episode of Negotiations Ninja!