more you know about yourself and the other party, the more needs you can identify, and the more you have to trade. All of the billions of synapses people have can be traded—respect, meeting location, doing the dishes, making a referral. This is the step where you begin to put things together to add value, to see, most creatively, the elements of an agreement. In consultation with colleagues and research from negotiators, I have made a major change in the Model for this edition. We moved “Needs/Intangibles” from number 6 to number 9, because we realized that all the elements of perceptions,
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