In much of business, money is not the most important item of importance to either side, regardless of what they say. The price has to be reasonable, but so much more is required. Intangibles can bridge the gap between seemingly inflexible positions.
It’s rarely just about maximizing the monetary outcome.
Look for trades of unequal value. There are things that I have that cost me very little, but that you value highly. Identifying these levers is essential for maximizing the value of the negotiation for both parties.
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"Making money is art and working is art and good business is the best art." ~ Andy Warhol
A fantastic introduction to negotiation and learning how to get more as a way of life.
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