The Negotiation Mindset Shift
Top negotiators approach it as collaborative problem-solving rather than a battle. The goal is to find an agreement both parties prefer over no agreement — then expand the pie before dividing it.
BATNA: Your Most Powerful Tool
Your Best Alternative to a Negotiated Agreement determines your negotiating power more than any tactic. Before entering any negotiation, know your walk-away position.
The Power of Silence
Most people fill silence with concessions. After making an offer, go quiet. Many deals are lost because the seller talked themselves out of a yes already forming in the buyer's mind.
