Sublime

THE RELATIONSHIP FACTOR: A CHECKLIST

We see the same strategy at work in the negotiation over the price of a home, when the seller makes the first move by setting the list price. As in many other games, moving first is an advantage in single-issue negotiations—for example, when price is the only issue to be settled between a buyer and a seller. As you may have experienced when negotia

any strategy development process must be consultative, one in which individual partners can become convinced that the benefits to them personally of achieving the goals will be worth the personal “costs” of doing new things or different things.

By fully hearing each other’s needs before addressing solutions, parties in conflict are much more likely to adhere to the agreements they make to each other. The process of resolving conflict has to end with actions that meet everybody’s needs.

Kagle said to Harvey, “Okay, make him the offer.” Harvey turned to Gurley. “First, I want to know if you’ll take it.” This was the way Harvey preferred to seal a deal with an entrepreneur: to secure the agreement before bringing out the term sheet with all of the details. Here Harvey feared that if he brought out the terms of the partnership offer,

When you’re playing Bobby Fischer—and you want to win—don’t play chess. Make sure whatever game you’re playing—be it network delivery of media vs. stand-alone PC, whatever you’re in—that you’re not playing a game someone else has mastered when you have an option to play another game. —Rob Glaser, Founder of RealNetworks, May 20011