Negotiation Is Simpler Than You Think

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πŸ‘‹πŸ» Jacob here.

Negotiation sounds more complex than it is.

BATNA, ZOPA, MESO β€” and my snarky dig at acronyms β€” AAA!


Executives often drown in unnecessary details and emotions. Skip the fancy footwork and focus on understanding the person across the table.

Work the person, not the problem.

In pursuing win-win outcomes, leverage your knowledge about the other person’s quirks, motivations, and fears.

  • Maybe, this means mirroring a strong-arm ultimatum.
  • Maybe, this means playing down and using ignorance as a strength.
  • β€”or maybe this means voluntarily disclosing your hand to build rapport quickly.

It’s not manipulation; it’s strategic insight, especially if you use empathy.

“Acronymic rules” are meant to be broken. No seasoned negotiator worth their salt swears by them, including yours truly.

This week, understand your counterpart’s values, desires, and fears β€” and make them your own.

A problem to solve together β€” not as adversaries.

Armed with the intel you pick up as a more collaborative partner, watch your negotiations naturally reach new heights.

Don’t boil the ocean to forward your agenda.

Stay fearless, friends. 

See you next week.

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