Yanda's Negotiation Cheat Sheet

The tool we developed is something I call the calibrated, or open-ended, question. What it does is remove aggression from conversations by acknowledging the other side openly, without resistance. In doing so, it lets you introduce ideas and requests without sounding pushy. It allows you to nudge.

I just knew we needed to trust the process. I wrote a two-page document that instructed Benjie to change course. We were going to use nearly every tactic in the active listening arsenal:

YOUR TEN-STEP PREPARATION CHECKLIST

being right isn’t the key to a successful negotiation—having the right mindset is.