Whenever you are negotiating I want you to think of the negotiation like a sunrise.
Your goal is to get all the information, facts, and assumptions out on the table. This allows you to clearly see the playing field and what stands in the way of reaching the outcome desired.
I always assume I only know 30% of the information needed in a negotiation. This is true no matter how long I have known the other party or how clear I think I am on their side. Believing I only know 30% keeps me humble, inquisitive, and open.
In our ProGOtiation program with leaders, they often find this one concept keeps them from putting on any armor when they walk into a negotiation. Any time you put on any brain armor when negotiating you are setting up a closed mind which means you will get less.
Tomorrow we will look at when it is time to SunSet.