The Formula

UNCHANGED FOR THOUSANDS OF YEARS

Persuasion has been a powerful thing since the dawn of time, and little has changed over the last half century when it comes to striving for an advantage during a negotiation. Master the levers of persuasion and watch as you keep one opponent after another off-stride during negotiations, gaining win after win for your clients.

PERSONALITY TYPES

The specific combination of personalities involved in a negotiation will greatly impact its rhythm and outcome.

TIME

Deadlines are a powerful force. The ability to restrict time, or to create new time, in a negotiation will empower the negotiator.

NUMBER OF NEGOTIATORS

The complexity of a negotiation increases exponentially with the addition of each negotiator.

OPPORTUNITY & SANCTION

These two levers are closely related and must be considered as a net sum. Negotiators naturally gravitate towards opportunity and away from sanction.

UNCERTAINTY

Humans despise uncertainty. It is one of the four primary levers that will influence a negotiation.

CIRCUMSTANCE

Changing circumstances can turn a negotiation on its head. Skilled negotiators are prepared to use circumstance to their advantage.

THE FORMULA

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