ONE OF THE REASONS REALLY SMART PEOPLE
HAVE TROUBLE BEING NEGOTIATORS IS THAT
THEY THINK THEY ARE SO SMART THEY HAVE
NOTHING TO DISCOVER.

THE REAL ADVERSARY
IS NOT THE PERSON ON
THE OTHER SIDE OF THE
TABLE; IT’S THE SITUATION.

“YES” IS NOTHING
WITHOUT THE “HOW”

THE QUESTION IS:
HOW CAN WE PARTNER UP SO BOTH OF US CAN THRIVE?

PEOPLE SPEND TOO MUCH TIME THINKING
ABOUT WHAT THEY WILL DO IF THEY DON’T
GET WHAT THEY WANT

AND NOT ENOUGH TIME THINKING
ABOUT HOW TO NEGOTIATE

It’s like walking on a tight rope …

IF YOU FOCUS ON THE END OBJECTIVE,
INSTEAD OF ON KEEPING ONE FOOT
BALANCED IN FRONT OF THE OTHER,
YOU’LL FALL OFF

BARGAINING IS ONLY A SMALL PART
OF SUCCESSFUL NEGOTIATION.

NEGOTIATION IS A BROADER
COMMUNICATION BETWEEN TWO PEOPLE

WHAT INFLUENCES THE OTHER SIDE
AND WHAT DRIVES THEM?

ASK OPEN ENDED QUESTIONS
LISTEN TO THEIR MOTIVATIONS & GOALS

THE REAL DYNAMICS ARE THE INTANGIBLES IN A DEAL.

EMOTIONS PLAY A MAJOR ROLE IN NEGOTIATIONS

DON’T USE THE “F” WORD

FAIR