So we know what we want from the deal, but that is not enough. Fundamental to a successful deal is taking the time to see the world from the other side of the table.
I want to repeat that exact sentence, to stress how important it is: fundamental to a successful deal is taking the time to see the world from the other side of the table.
And how they see it will be quite different to your perspective – that you can guarantee.
If you want to improve as a negotiator you need to shift your focus to their point of view. Why? Because you have spent a lifetime looking at the world from your point of view. But you have persuaded yourself already! If it was only you, there would be no negotiation. To influence the other side to come ...