One of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to creating and discovering value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen’s detailed approach to working out, creating, and discovering value in negotiations. Outline of This Episode [0:43] The fascinating history of Stephen’s negotiation experience [3:37] Discovering new value in negotiations that you don’t know exist [5:15] Why is it important to demonstrate value tangibly? [7:20] The reason measurable value is incredibly important [10:55] How to discover additional value available in a negotiation [12:30] 4 elements of value creation [17:15] How to think about false beliefs surrounding value [20:23] The vital importance of discovery sessions and the questions to ask [28:02] What Stephen would force everyone to change regarding value (if he could) Three questions you need to ask about every offer you make in a negotiation  Resources & People Mentioned SPONSOR: www.ScoutRFP.com/negotiation Stephen’s latest book: The Creative Negotiator BOOK: Blue Ocean Strategy Connect with Stephen Kozicki Follow Stephen on LinkedIn Stephen’s website: https://www.gordianbusiness.com.au/published-articles Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja