How to add Velocity to Your Negotiations

Published onĀ January 25, 2024

In 2006, I collaborated on a negotiation book with famed negotiator, Herb Cohen. Herb has a saying that negotiation is a game, a game that both sides want to win.

Yet, most people lose velocity in their efforts to negotiate a deal because they are married to getting the deal exactly the way they want it.

That is not negotiation.

You see, negotiation is where both sides take into account each side’s positions and come up with a deal in which both sides feel like they’ve gained something, like they are both winners.

Think of it like in football. You have to make adjustments to the other side’s strategies, wants, and needs.

So, if you want to add velocity to your negotiations and get a good deal, be sure not to be married to getting it exactly the way you want it to be.

Be flexible and make sure that the deal serves both sides, and that both sides feel like a winner.

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