“Have you ever gotten a Yes and later found out it wasn’t actually a Yes?”

The Black Swan Group knows the single most important element in a negotiation is the idea of a long-term view of implementation. This idea is more important than winning in the short term because if you’re focus is solely on winning, then chances are you’re going to lose in the long term. No deal has any value if it can’t be implemented and if it can’t be implemented successfully long term.

Typically in negotiation people think passion is something to be admired and emotion is something to be avoided. Passion and emotion are synonymous. Emotion is necessary for negotiation because values are necessary for successful negotiation.

The content of a single person’s value is based on their emotional viewpoint.

When people come to an agreement in a negotiation they want to feel as though they have been treated fairly and a person’s view of fairness is based on their values, which in turn is rooted in their emotion.

Most people that you sit across the table from during a negotiation are at least a decent negotiator, 2/3 of the time that person is different than you are. Their emotions, view of fairness, their passions and how they approach conflict are all different.

“The Golden Rule” does not apply to negotiation.

If you are prepared to negotiate with someone the way you would want to be negotiated with you are already fighting an uphill battle.

Imagine how much more successful you would be if you added what we know to your arsenal.