June 10, 2022

Deal-Making 101

“Everything is negotiable. Whether or not the negotiation is easy is another thing.”
― Carrie Fisher

Deal-making 101:

  • Remember: People care more about not losing than they do about winning.
  • Detach from your emotions, but give the other side emotional wins.
  • The issue is never price. It’s value, confidence, delivery, or whatever, but not price.
  • Say “no” without using the word “no.”
  • Zero-sum games require losers. In a deal, everybody wins.