Next time you walk into a coffee shop, ask for a discount on a cup of coffee. How will you ask for it? Will you feel uncomfortable? Now here’s the catch: you can’t ask for a discount point blank. There’s a chance that a direct ask could get you the discount, but I want you...

Dealmaking requires leverage. Many people will stick to traditional methods of dealmaking and are confined to negotiation envelopes: MDO: Most Desired Outcome BATNA: Best Alternative to a Negotiated Agreement LAA: Least Acceptable Agreement These negotiation envelopes leave out one very critical component. Social capital. As a result, social capital as a tool in negotiations goes...