Yanda's Negotiation Cheat Sheet

All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared. Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals

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Here are some other great standbys that I use in almost every negotiation, depending on the situation: What about this is important to you? How can I help to make this better for us? How would you like me to proceed? What is it that brought us into this situation? How can we solve this problem? What’s the objective? / What are we trying to accompli

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KEY LESSONS Superstar negotiators—real rainmakers—know that a negotiation is a playing field beneath the words, where really getting to a good deal involves detecting and manipulating subtle, nonobvious signals beneath the surface. It is only by visualizing and modifying these sub surface issues that you can craft a great deal and make sure that it

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We are emotional, irrational beasts who are emotional and irrational in predictable, pattern-filled ways. Using that knowledge is only, well, rational. As you work these tools into your daily life, remember the following powerful lessons: ■All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by t

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