Don’t Leave Value on the Negotiating Table

• Build Trust: Share your priorities without revealing your bottom line to build rapport and find common ground. Trust facilitates collaboration.
• Ask Questions: Use specific questions to uncover what your counterpart values and show investment in finding a win-win solution.
• Make Multiple Offers Simultaneously: Present different options that work for you, revealing the other party's priorities and helping to creatively refine the deal.

These strategies aim to maximize value in negotiations by fostering cooperation and understanding.

This tip is adapted from “What People Still Get Wrong About Negotiations,” by Max H. Bazerman.