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.
Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker. He is also the creator and host of the Fueling Deals Podcast.
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