So, you know what your goals are, and now you need to “Understand what You’re Negotiating For.”  

Are you making a standard request (“asking”)? Are you asking for a special exception (“bending”)? Or are you proposing a new way of working together with others (“shaping”)?  

In this episode, we explore the second step of the Be SURE framework and offer insight into how gaining a better sense of what you're asking of others can make you a more effective negotiator.