Getting More: How You Can Negotiate to Succeed in Work and Life

by Stuart Diamond

penalty, the emotion of the moment. Instead, execute and focus: what are my goals, what standards should I use, what are their needs, can I invoke any common enemies, can I form a vision of a relationship, who is their decision-maker, etc. Before you negotiate, to be sure, you will strategize and prepare. Then you will focus and execute your strategy, dispassionately. If you see a problem, you’ll take a break, reexamine your strategy, make any needed changes. Then you will go back into the negotiation and execute again. This is a powerful process. It works for the best sports teams and the best negotiators. It’s also important to consider this method with hard bargainers, because the world is a place where many people cheat. People who cheat are hard bargainers—they make it hard to get fair processes and results. So your attitude in approaching hard bargainers is important. Don’t let them get to you so you become emotional and make a mistake; focus on your goals. By going through the dispassionate process just described, you are much better able to deal with