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Chapter 9
Asking for What You Want
Today’s Businesses Operate in a World of
Collaboration and Negotiation
Today, we live in a world that requires much more collaboration and
engagement among peers, bosses, and other key relationships. The
world of work is built on partnerships, alliances, and associates. We
spend day after day trying to create the best alignment and agree-
ment with the people we work with. In fact, organizations actively
recruit good negotiators who know how to ask for what they need
to get their job done. This one particular quality, by itself, conveys
a sense of confidence and credibility that positively differentiates us
from others who don’t stand up and ask for what they need.
Gary Budzinski, vice president of Hewlett Packard, said, “Every-
thing you do is somewhat negotiated.” “But to do that,” Gary said,
“you need to communicate your expectations, gain agreement with
others and then do what you agreed on. You need to move beyond
the yes sir or yes ma’am and instead, look at asking for what you
want as an opportunity to create better alignment on an issue.” Gary
also shared that people appreciate others who take the initiative to
do this.
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