2

Finding Common Ground

Fear. It’s the reason most people do not like to negotiate. Fear comes from seeing the gap between where they are and where they want to be. It’s like looking across a canyon to a beautiful resort. All you can see is the drop-off and no way to get to the resort.

But there is a way to get across that gap. It’s finding a bridge, a common ground between you and the other side that allows you both to cross. To Find Common Ground, you have to take a hard look at your data—your comps, market research, and everything else you have gathered to Set the Stage—and move into the creative side of your brain.

FINDING THE WAY HOME

At age 24 I was living in Atlanta, trying to make it as a sports agent with barely any clients. To say that ...

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