Mastering Negotiation: Key Lessons from Chris Voss
Intro
Negotiation isn't just about getting what you want; it often entails a mixture of strategy, psychology, and good old-fashioned communication. Chris Voss, a former FBI hostage negotiator, lays out the art of negotiation in his book, Never Split the Difference. This piece blends personal insight with professional tactics, aiming to transform the way we view negotiation â from mere barter to an intricate dance of influence and decision-making.
When we step into a negotiation, itâs easy to feel like the odds are stacked against us, particularly if we haven't honed those skills. Voss dispels that notion; he asserts that anyone can master the art of negotiation with the right tools and mindset. Throughout this article, weâll embark on a journey through Voss's key principles, psychological insights, and practical techniques. Whether you are negotiating for a pay raise or trying to come to terms on a personal issue, the frameworks discussed here will help arm you with what you need.
Guided by emotional intelligence and preparation, the techniques in this guide offer a comprehensive approach that can be applied across various realmsâbusiness, personal, or even casual interactions.
Letâs delve into the categories of this book to better understand what Voss has prepared for us.
Understanding Negotiation
Negotiation is a critical skill in both personal and professional realms. Itâs not merely about haggling prices or splitting differences; itâs about reaching mutually beneficial agreements that satisfy all parties involved. The art of negotiation involves a careful balance of communication, strategy, and psychological insight. This section seeks to illuminate the essence of negotiation and how mastering it can lead to favorable outcomes.
Defining Negotiation
Negotiation can be defined as a dialogue between two or more parties aimed at reaching a consensus. In practice, it transcends the simplistic frameworks offered in textbooks, representing a more intricate dance of interests, expectations, and emotions. As you step into a negotiation, picture it more as a conversation where each side tries to convey their needs and understand those of their counterpart. Itâs a nuanced process where words become tools for persuasion and clarity.
To elaborate further, negotiations can unfold in diverse contextsâfrom contract discussions in a corporate setting to heartfelt conversations regarding family matters. For instance, consider a small business owner negotiating a deal with a supplier. Here, both parties need to find common ground on pricing, delivery schedules, and payment terms while ensuring that neither feels shortchanged. Each aspect of this interaction feeds into the greater picture, illustrating how negotiations embody human interaction beyond simple transactions.
The Role of Emotion in Negotiation
Emotion plays a pivotal role in negotiation dynamics. It can tilt the scales of efficacyâeither enhancing understanding or throwing a wrench in the dialogue. Understanding emotions not only in oneself but also in others allows negotiators to steer discussions toward constructive outcomes.
The interplay of emotions can be likened to a tightrope walk. When emotions run high, the conversation may easily veer off course, leading to misunderstandings and conflict. For instance, if a participant feels undervalued, their emotional reaction might create tension that clouds rational thought. Recognizing these emotional cues is fundamental. By employing tactics like active listening and empathy, negotiators can transform potentially confrontational situations into collaborative dialogues.
Moreover, successful negotiators often possess an acute awareness of how their emotions are perceived by others. This self-awareness allows them to project confidence and persuade others more effectively. When one can articulate their feelings appropriately within the context of negotiation, it can foster an atmosphere of trust and openness.
Key Takeaways from 'Never Split the Difference'
Negotiation can be a tricky terrain, yet it's an essential skill to master. Insights drawn from Chris Voss's book, Never Split the Difference, reveal several compelling principles that can transform the way we approach negotiation. The book focuses not merely on winning arguments but on achieving results that leave all parties feeling satisfied. Here, we'll dive into three standout takeaways: the importance of tactical empathy, the power of 'no', and the necessity of establishing trust.
The Importance of Tactical Empathy
When Chris Voss talks about tactical empathy, he's not just throwing around psychological jargon. This concept hinges on the idea that understanding another person's perspective is crucial for successful negotiation. Tactical empathy involves a genuine effort to understand the emotional landscape of your counterpart. It's not enough to be aware of their position; you need to feel it. This creates a bridge that can turn hostility into collaboration.
For example, in a business meeting, rather than simply pushing for your interests, you might start by acknowledging the challenges your counterpart faces. Something like âI can see you're under pressure to meet your deadlinesâ can work wonders. By validating their feelings, you foster a sense of camaraderie that can lead to more favorable outcomes. Utilizing tactical empathy means getting into their shoesâfiguratively, of course. Itâs about seeing the bigger picture and realizing that a win-lose scenario never leads to lasting success.
The Power of 'No'
In the realm of negotiation, ânoâ can often sound like a dead end. However, Voss flips this idea on its head. A simple yet powerful assertion of 'no' can open doors to more fruitful dialogues. Instead of viewing 'no' as rejection, consider it an invitation to explore deeper discussions. It indicates boundaries but also suggests that further negotiation is on the table.
Imagine a scenario where someone offers you a pay raise. Rather than accepting the first offer, saying âNo, I was aiming for something higherâ might sound daunting, yet it often leads to a more constructive exchange. This approach encourages a conversation and prompts your counterpart to present alternatives. Remember, letting someone say no gives them the power to continue the dialogue, leading oftentimes to more advantageous agreements for both sides.
Establishing Trust
Trust is the bedrock of any negotiation. Like a fragile glass sculpture, it requires careful handling and can shatter with the slightest misstep. According to Voss, establishing trust goes beyond mere words; itâs about consistency and authenticity over time. To gain your counterpart's trust, you must not only deliver on your promises but also show genuine interest in their needs.
The establishment of trust may require some groundwork. Engaging in small talk might seem trivial, but it can create common ground. Asking about their weekend plans or showing curiosity about their goals can humanize the interaction. Consequently, when discussions hit a snag, those small personal connections can serve as lifelines, fostering cooperative problem-solving instead of confrontational standoffs.
âTrust is built in small moments.â - Chris Voss
Negotiation Techniques Explored
Negotiation is a subtle dance, a game of strategy where the right techniques can make or break a deal. Within the framework of negotiation, having a toolkit of effective strategies can significantly enhance oneâs ability to reach favorable outcomes. This section unpacks several essential techniques, emphasizing their roles and benefits in negotiation scenarios. These techniques not only streamline communication but also pave the way for more meaningful exchanges, thereby increasing the chances of a successful resolution.
Mirroring and Labeling
Mirroring and labeling are powerful techniques that stem from a deep understanding of human interaction. Mirroring involves subtly mimicking the counterpart's behavior or words, creating a feeling of familiarity and rapport. This isnât about mindlessly copying actions; rather, itâs a calculated move to foster connection and encourage openness. For instance, if a negotiation partner leans in while speaking, leaning in slightly too can signal empathy and engagement, making them feel heard and valued.
Labeling goes hand in hand with mirroring. It entails vocalizing the emotions or sentiments observed in the other party. Phrases like "It seems like you are frustrated" highlight that you recognize their feelings without projecting your biases onto the situation. This is significant in negotiations, as acknowledging emotions can diffuse tension and allow for smoother dialogues.
Both techniques serve a dual purpose: enhancing understanding while establishing trust. By creating a comfortable environment, negotiators can navigate complex discussions without them spiraling into conflict. The combination of mirroring and labeling makes the other party more willing to engage in dialogue, which can lead to a win-win scenario.
Creating a 'Best Alternative to a Negotiated Agreement' (BATNA)
Having a robust Best Alternative to a Negotiated Agreement, or BATNA, is akin to holding a trump card in negotiations. The concept revolves around identifying what alternatives exist if negotiations fail. Knowing your BATNA gives you leverage, allowing you to negotiate more confidently. If you come to the table with a clear understanding of your options, you won't be pressed into an unfavorable deal just because of pressure.
Consider someone negotiating a job offer. If they know they have another offer on the table, they can afford to be firm on salary expectations. This makes the negotiation less about desperation and more about mutual benefit.
Formulating a solid BATNA involves research and foresight. Itâs essential to analyze your needs objectively, keeping in mind alternatives that may not be immediately obvious. Elevating your awareness regarding these alternatives can lead to more informed, strategic decisions, thus improving your overall negotiation stance.
The Ackerman Model of Bargaining
The Ackerman Model of Bargaining provides a structured approach to negotiation that can aid in achieving favorable outcomes systematically. The model consists of a series of steps designed to strategically guide the negotiation process.
- Set Your Target Price: Determine what would be the ideal outcome before entering negotiations.
- Determine Your First Offer: It should be at least 10-20% below your target price.
- Calculate Your Increasing Concessions: Structure your concessions to make them smaller as the negotiation progresses. Ideally, aim for a range of 10%, followed by 20% for the next offer.
- Use Empathy to Engage: Carefully read the signals of your counterpart as you make offers and concessions, adjusting your approach as necessary.
The beauty of the Ackerman Model lies in its emphasis on tactical empathy and calculated decision making. This model teaches negotiators to remain flexible while sticking to a script. By utilizing small concessions throughout the process, itâs possible to create an illusion of collaboration, even when the primary objective is to reach a favorable agreement.
The effectiveness of this method also manifests in keeping negotiations positive and forward-focused, minimizing emotional hijacking and facilitating better outcomes.
In negotiation, your objective should always focus on enhancing mutual gain while securing your interests.
Psychological Foundations of Negotiation
Understanding the psychological foundations of negotiation is crucial. It serves as a backbone for various techniques discussed in Chris Voss' 'Never Split the Difference.' Emotions, biases, and cognitive dissonance play significant roles in how negotiations unfold. Even the most meticulously crafted strategies can unravel under the weight of psychological missteps.
Notably, grasping these psychological elements not only helps negotiators to enhance their effectiveness but also provides insights into the behavior of their counterparts. Awareness of oneâs own psychological triggers and those of the other party can lead to more informed decision-making and ultimately, favorable outcomes.
Cognitive Dissonance and Decision Making
Cognitive dissonance refers to the discomfort experienced when holding two conflicting beliefs or when behavior does not align with personal values. In a negotiation context, this can manifest in myriad ways. For instance, consider a scenario where a seller believes that their product is of high quality but knows they are offering it at a price point that reflects perceived value inconsistently. Such dissonance could lead to hesitations and discomfort both for the seller and the buyer as options are weighed.
Addressing cognitive dissonance can help in steering conversations toward resolutions. When negotiators acknowledge and reconcile these conflicting feelings, they often become more adaptable. Some effective approaches involve:
- Framing Conversations: If one party feels uncomfortable about a position, reframing it to highlight benefits can alleviate tension.
- Validating Feelings: Acknowledging the dissonance helps in building rapport. When negotiators feel heard, they are often more open to dialogue.
- Offering Alternatives: Providing options can ease the pressure caused by dissonance, guiding both parties toward a more agreeable path.
"The key to being a good negotiator is understanding not just what you want, but also what the other person is feeling and thinking."
By recognizing these mental struggles, negotiators can pivot their strategies effectively, possibly turning a challenging situation into an opportunity for resolution.
Anchoring Bias
Anchoring bias is the tendency to rely heavily on the first piece of information encountered. In negotiations, this can drastically sway decisions, often skewing negotiations in favor of the party that sets the initial offer. For example, if a car buyer walks into a dealership and is presented with the initial price of $30,000, they might unknowingly anchor their expectations around that figure, even if they had hoped to pay significantly less.
To navigate anchoring bias, stay mindful of initial offers and backtrack when necessary. Techniques like:
- Setting Your Own Anchor: By making the first offer yourself, you can steer the negotiation in a more favorable direction right from the outset.
- Counteracting Anchors: When faced with an anchoring move from the other side, itâs vital to bring the conversation back to value and relevance, emphasizing merits rather than just figures.
- Increasing Awareness: Educating oneself about anchoring helps in recognizing when itâs happening, allowing for adjustments that can neutralize its effect.
The awareness of how anchoring works can empower negotiators, giving them a tactical advantage. After all, understanding the psychological aspects at play means you will not fall victim to the manipulation of such biases.
Preparing for Negotiations
Preparation is the bedrock on which successful negotiations rest. As Chris Voss emphasizes in 'Never Split the Difference', diving head-first into negotiations without adequate groundwork is akin to setting sail on stormy waters without a compass. The importance of prep work cannot be overstated; itâs not just about gathering information but also crafting a strategy tailored to the specific scenario at hand.
Key Elements of Preparing for Negotiations
Proper preparation enhances performance and builds confidence. Here are the critical elements to consider:
- Understanding Your Counterpart: Knowing who you will be negotiating with is vital. This entails not just knowing their professional background but delving into their motivations, concerns, and goals.
- Establishing Your Objectives: Clear goals must be set before you even step into the room. This clarity helps in steering the conversation in your favor.
- Anticipating Potential Outcomes: Considering various scenarios and their possible results equips you to respond more effectively when unexpected turns occur.
When you lay the groundwork, it ensures that you are not merely reactive but proactively navigating the conversation.
Researching Your Counterpart
One of the most impactful steps in preparation is researching your counterpart. Itâs not merely about knowing their name and job title; itâs about diving into the nuances of their personality, history, and professional landscape. Any good negotiator knows that information is power.
- Identify Their Interests: What are the underlying needs and desires that drive your counterpart? Whether itâs financial gain, a solid reputation, or simply the desire to be liked, understanding these can provide you with leverage.
- Examine Their Past Negotiations: If available, look into their previous negotiation tactics. How did they approach past deals? Did they showcase a tendency to be inflexible, or were they open to compromise?
By gathering this information, you prepare yourself to tailor your strategies to resonate with your counterpart, creating an environment conducive to constructive dialogue.
Setting Clear Objectives
Before stepping into any negotiation, itâs crucial to set clear and achievable objectives. These objectives not only serve as a guideline but also as benchmarks for measuring success.
- Define Your Ideal Outcome: What does success look like for you? Having a stark understanding of your ideal outcome assists in streamlining your pitch.
- Establish Your Minimum Acceptable Terms: It's essential to know the least favorable deal you are willing to accept. This gives you room to negotiate effectively without jeopardizing your essential goals.
- Create a Plan B: Always have alternatives ready. This could involve falling back on another strategy, brand, or solution. If you know exactly where you can pivot, it adds an element of security to your negotiations.
Having these objectives set will guide your discussions, keeping your focus sharp and your actions intentional.
Simulating Negotiation Scenarios
Simulating negotiation scenarios is a technique often overlooked but vital for adequately preparing for the real deal. This practice involves role-playing or visualizing negotiation discussions to identify potential challenges and responses.
- Engagement in Mock Negotiations: Role-playing can provide insight into how to handle various scenarios. Whether youâre facing an interruptive counterpart or one who plays hardball, practicing can refine your skills.
- Identifying Emotional Triggers: Through simulation, you may uncover potential triggers that could provoke strong emotional responses in yourself or the other party. Recognizing these can help you remain composed under pressure.
- Testing Strategies and Approaches: By experimenting with applied techniques such as tactical empathy or mirroring in simulated environments, you can refine your approach before it matters most.
This preparation method is akin to rehearsing for a performance; it ensures that you can showcase your best self when the spotlight shines on you.
"Prepare for the worst, and hope for the best."
In negotiation, this adage rings especially true. Preparing allows you to navigate uncertainties with a sense of assurance.
The Negotiation Process
Understanding the negotiation process is fundamental for those looking to sharpen their negotiation abilities. Negotiation is not merely a reaction to a situation; it's a carefully orchestrated action designed to achieve specific goals. Each phase of the negotiation process plays a crucial role in determining the outcome, whether in high-stakes business environments or everyday personal interactions.
One of the most striking aspects of negotiation is how the initial steps can lay the groundwork for success or failure. A well-planned process allows negotiators to navigate complex discussions, balancing assertiveness with empathy and strategy with spontaneity.
Opening Moves and Making the First Offer
Getting the ball rolling can be both a challenge and an opportunity. Taking the initiative to make the first offer is often regarded as a strategic move in negotiations. Why? Because it sets the tone for the conversation and provides a reference point for future discussion.
Making an opening offer requires a keen understanding of oneâs own objectives as well as insight into the counterpartâs likely expectations. Research done beforehand enables a negotiator to put forth a figure or proposition that reflects both ambition and realism.
In Chris Voss's viewpoint, the first offer establishes the anchor. This anchor can significantly influence the negotiation's trajectory, creating favorable terms that your counterpart may subconsciously perceive as acceptable. Remember, however, to remain flexible and responsive; rigidity can hinder the process.
Finding Common Ground
Establishing common ground is a critical element that helps transform the negotiation from a battlefield into a collaborative effort. It builds rapport and emphasizes mutual interests, which can pave the way for productive dialogue.
Techniques to find common ground include:
- Asking open-ended questions: They reveal shared interests and priorities, lifting the veil on what truly matters to each party.
- Listening intently: Active listening demonstrates respect and validation, creating a platform for deeper connection.
- Empathetic responses: Acknowledging the counterpart's points of view enhances trust and can disarm potential tension.
By focusing on areas of agreement rather than differences, negotiators can foster a sense of teamwork that can lead to creative solutions that benefit both sides.
Closing the Deal
The moment of truth in any negotiation comes when parties begin to wrap things up. Closing the deal is not merely a matter of shaking hands or signing a contract; itâs about ensuring all parties feel satisfied with the outcome.
Effective closure involves:
- Summarizing the terms: Restating agreed-upon points ensures clarity and alignment.
- Clarifying responsibilities: Each party should leave with a clear understanding of their roles and expectations moving forward.
- Creating a follow-up plan: Establishing next steps can reassure all involved that the agreed terms will be honored and provide a roadmap for future interactions.
Failing to adequately close a negotiation can leave room for ambiguity and dissatisfaction, potentially undermining future collaborations.
"A successful negotiation leaves both parties believing they have gained something."
Emphasizing the importance of proper closure reinforces relationships and can lead to ongoing partnerships rather than one-off encounters.
In summary, navigating the negotiation process involves strategic opening moves, discerning the common ground, and effectively closing deals. Each step is interconnected; mastering them enhances not only the likelihood of favorable outcomes but also fosters enduring relationships, making all the difference in any negotiation.
Real-Life Applications
Real-life applications of negotiation techniques extend beyond the boardroom or contract signing. They seep into everyday interactions, affecting personal relationships, business dealings, and community engagements alike. Understanding how to leverage the principles from 'Never Split the Difference' empowers individuals to navigate various scenarios with confidence. More than just skills for achieving personal gain, these strategies promote effective communication, establish mutual respect, and foster long-lasting relationships.
Negotiating in Business
In the realm of business, negotiation is often the lifeblood of a company's success. Whether you are clinching a deal with a vendor, drafting a partnership agreement, or negotiating employee contracts, knowing how to negotiate effectively can lead to better outcomes.
A few key aspects are vital:
- Understanding the interests of all parties: A successful negotiation starts with understanding what both sides truly want. Just as Chris Voss suggests in his book, recognizing underlying motivations can transform a contentious discussion into a collaborative dialogue.
- Utilizing tactical empathy: This involves putting yourself in the other person's shoes. A personal anecdote here is a recent deal I struck with a supplier. By acknowledging their need for sustainable terms, I managed to secure a favorable price while ensuring they felt valued. That's a win-win, right?
- Being prepared to walk away: It might sound counterintuitive, but knowing your limits can strengthen your position. If terms donât align with your goals, keeping your composure and readiness to exit can prompt a re-evaluation of offers.
These elements all point to the fact that effective negotiations hinge on more than just the exchange of dollars. It's about creating value for all parties involved, ensuring that business relationships are built on trust.
Personal Negotiations
Negotiation isn't confined to work; it permeates personal life as well. From settling household chores to planning family vacations, honing your negotiation skills can dramatically smoothen interactions.
Consider these points:
- Finding common ground in relationships: This is crucial in personal negotiations. Whether youâre discussing responsibilities with a partner or deciding where to dine with friends, a collaborative approach can lead to harmonious resolutions. Listening actively and validating the other person's feelings can elevate the dialogue from a debate to a brainstorming session.
- Managing expectations: Quite often, personal negotiations come up with unspoken expectations that can lead to misunderstandings. Open communication, as highlighted in Voss's strategies, helps both parties articulate wishes clearly and thus mitigate potential conflicts.
- Practicing patience: Real-life negotiations can be emotional and complex. Taking a moment to breathe and think before reacting can help maintain a constructive atmosphere. After all, anyone who's ever tried ânegotiatingâ dinner options knows how quickly conversations can escalate without proper tact!
Ultimately, mastering these negotiation techniques equips you with a powerful toolkit. Whether you're sealing a business contract or resolving a dispute with a family member, the ability to negotiate effectively can cultivate deeper understanding and respect across all areas of life.
Pitfalls to Avoid
Understanding the importance of pitfalls in negotiation is crucial for mastery. Every negotiator will encounter obstacles, and recognizing these challenges before they arise can mean the difference between success and failure. Many negotiations fall apart not because of a lack of preparation or strategy, but due to common mistakes that might seem trivial at first glance. By delving into specific pitfalls, we can glean insights that allow negotiators to sidestep the unnecessary pitfalls and forge a path toward successful outcomes.
Being Overly Compromising
Itâs easy to think that successful negotiation hinges on making concessions, but too often, this leads to far more problems than it solves. When negotiators aim to be agreeable by compromising excessively, they may inadvertently undermine their position. Instead of achieving a fair outcome, they could end up settling for far less than what they actually wanted. Overcompromising can create an impression of weakness and signal to the other party that they can push for more than whatâs reasonable.
Letâs consider this in practical terms: Imagine youâre negotiating a salary increase. If you immediately agree to a lower figure than you initially requested, it could lead the employer to think theyâve still got room to negotiate down even further. In this scenario, the art of negotiation isnât about yielding; itâs about finding a balance that honors both sides' needs.
To avoid this pitfall, keep these in mind:
- Establish your bottom line before negotiating: Knowing your limits can prevent hasty concessions.
- Aim for creative solutions: Instead of just cutting prices or benefits, explore different avenues to meet both partiesâ goals.
- Maintain a firm stance on key issues: Not every element of the deal should be negotiable. By holding firm on critical points, you foster respect from your counterpart.
Ignoring Non-Verbal Signals
In the realm of negotiation, words are only part of the story. Often, the real message lies in body language, tone, and other non-verbal cues. Ignoring these signals can rob a negotiator of valuable insights into their counterpartâs mindset or intentions. This oversight can lead to misinterpretations or missed opportunities for alignment.
Consider a negotiation where your counterpart is leaning back, arms crossed, and avoiding eye contact. While they might verbally express agreement, these signals could suggest discomfort or resistance. Ignoring these could mean that you miss the chance to address concerns or adjust your approach at a pivotal moment.
To enhance your ability in recognizing non-verbal cues, it's essential to:
- Pay attention: Make a conscious effort to observe body language along with verbal communication.
- Establish rapport: Building a comfortable atmosphere can create more organic non-verbal exchanges.
- Practice active listening: This not only involves hearing the words spoken but also tuning into the emotions and intentions behind them.
"The eyes can reveal what the heart won't say."
Be alert when in conversation and ask clarifying questions if nonverbal signs contradict spoken words. Such vigilance will equip you to fine-tune your responses, making your negotiation strategy more effective. You want to create an environment where all aspects of communication are valued and respected.
Avoiding these pitfalls isnât just about steering clear of mistakes. Itâs about fostering an environment where successful negotiations can flourish. By recognizing when to stand your ground and remaining attuned to the silent signals exchanged during discussions, negotiators set themselves up for meaningful and productive outcomes.
End
In this final section, itâs crucial to encapsulate what has been discussed throughout the article and the importance these lessons hold for anyone looking to refine their negotiation skills. The insights drawn from Chris Voss's Never Split the Difference serve not just as tools for bargaining, but as a lens through which to understand complex human interactions.
Summarizing Key Strategies
Reflecting back on the main points covered, a few strategies stand out that are pivotal in mastering the art of negotiation. Firstly, tactical empathy is about more than mere sympathy; it involves a deep understanding of the counterpart's emotions and perspectives. It means recognizing not just what people want, but why they want it. Secondly, the ability to say "no" constructively plays a huge role. Saying "no" may sound like a roadblock, but it can instead pave the way for more authentic dialogues. Thirdly, establishing trust is key, for without it, any negotiation can quickly become contentious.
- Tactical Empathy: Understanding emotions to create better connections.
- Constructive "No": Framing refusal in a way that encourages dialogue.
- Building Trust: Establishing a foundation that enhances cooperation.
These strategies intertwine and work together to create a seamless negotiating experience. The insight behind these principles is that they are grounded in fundamental human behaviorârecognizing emotions, building rapport, and finding mutual benefit.
The Path Forward in Negotiation Mastery
Transitioning from mere knowledge to skill involves practice and reflection. It's essential to apply these strategies in real-world scenarios, be it in a business meeting or a personal conversation. Start small; approach daily interactions with an eye on negotiation techniques. Whether you're navigating a pay raise or discussing household duties, the approach remains the same: listen actively and respond thoughtfully.
Moreover, pursue ongoing learning. Engage with online communities like ăreddit.comă or seek resources on emotional intelligence. The journey to negotiation mastery doesnât end here; it is a continuous path of growth and adaptation. Equip yourself by always being aware of your surroundings and the dynamics at play.
"A negotiation is not just about numbers; itâs also about people and understanding what drives them."
