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...
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.