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I've wasted so much time, energy, emotion in,

I guess, thanks for coming.

And I've worked really hard to simplify negotiation.

And I've been in a lot of even over a billion dollar negotiations.

And it really comes down to this simple formula.

One, you need to know your timing and risk tolerance.

Number one, you gotta understand, okay,

what is the timing of this deal

and what's the risk that I'm gonna take?

Not just risk in money, but time, emotion, and any other value that you have, the better

you determine going into negotiation, the easier it'll be to determine two things.

Go in knowing your perceived value.

Percieve value also has always been confusing to me.

And I think I've come up with a really good definition of it. A perceived value is the level of comfort and confidence that you have in articulating speaking about a quantitative value of what you're asking for.

So I really came to the understanding of this through speaking

because there's all these speakers and sometimes I have one of my coaching clients and he charges like his perceived value what he asked for is like five grand to speak and he's better than in my lad he's better than Jesse Isler he's better than in my lad, he's better than Jesse Insler, he's better than Tom Bilew.

He may even be better than I am.

Like he's really good.

And it reminds me of some other guys when they're you're dis-started.

And why perceive value is perceive value

in the confidence level as well as your comfortability

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