Yeah.

Yeah.

Or we're thinking of more recently, there was Chris Voss, who was the FBI negotiator, and he became famous for his masterclass.

And everyone just thinks of like hostage negotiation is like super sexy topics.

So cool.

And the thing is, we see a lot of masculine stereotypes when we think of the word negotiation.

When I do workshops with mainly women in the room and I ask them what word association they have with negotiation, the word, I hear mostly negative connotations like anxiety or fear and or they think of tension.

Yes or no? Absolutely.

What is that?

Yeah.

So what we do in, let's say, a job offer or a salary negotiation, is we benchmark on, like, what is an appropriate range for this job? We might look at what the industry standards are, what the organizational standards are, might do some research on the fair market value, and then, using my level of experience, I'll figure out where I lie within that range.

In the personal context, you can continue to use those benchmarking strategies, let's say, when you're making, like, large consumer choices.

So if you're hiring a plumber, or you wanna do a kitchen renovation, or other times you might do some benchmarking, is buying a car, right? So what you're doing is you're researching good information and what is an appropriate price point for this purchase.

And it's really important to reduce ambiguity and uncertainty in these situations by investigating.

When you investigate, I go with APP.

What about win-win strategies?