My fathersaid: you must never try to make all the money that's in a deal. Let theother fellow make some money too, because if you have a reputation for alwaysmaking all the money, you won't have many deals.
Reasonand emotion are not antagonists. What seems like a struggle between twoopposing ideas or values, one of which, automatic and unconscious, manifestsitself in the form of a feeling.
We think too small. Like the frog at the bottom of the well. He thinks the sky is only as big as the top of the well. If he surfaced, he would have an entirely different view.
Prepareby knowing your walk away [conditions] and by building the number ofvariables you can work with during the negotiation... you need to have a walkaway... a combination of price, terms, and deliverables that represents theleast you will accept. Witho