Kevin Kruse from Forbes interviewed me about the nuances of Clarity, Detachment and Equlibrium and how authentic negotiating differs from traditional negotiating. I pointed out that even sophisticated people often go into multi-million dollar negotiations without the level of clarity that they should, and certainly without the level of clarity that I work with them on.
Think about my bottom line example:
“Okay, so 10 million is your bottom line.”
“Yeah, that’s my bottom line.”
Okay, so let’s assume we get a deal that meets every other one of your criteria. But the money, instead of 10 million dollars, is $9,999,999.99. And usually the client’s first reaction is, “Come on Corey, that’s kind of ridiculous. It’s just a penny less.”
Well what about a penny less than that, and a penny less than that, and a penny less than that? It’s not a penny less, or not a penny more, or not a day more.
Read the entire interview and learn more about my thoughts on negotiating here.