Giving away the things that don’t matter

My most recent guest, Michael Phillips, talked with me about his book, The Naked Negotiator. The book’s title comes from its focus on the basics: the principles that apply across the board to all sorts of negotiations.  One idea Mike shared is “giving away the things that don’t matter.” If we think like problem solvers, and not like warriors, when we are engaged in a negotiation, we can more easily give away the things that don’t matter to us. If the other person cares a great deal about where or when to have a challenging conversation, and we don’t – why resist? And courtesy costs us nothing. We can be polite in a negotiation, even while we are being firm.

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