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The Negotiation Edge Blog

  unicorn.jpg Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and hear the practical application of the skills. Turns out, Sebastian was a quick study. As soon as the class concluded, he was chomping at the bit to see if the skills would bear fruit. That afternoon, he scheduled a phone call to negotiate the acquisition of a domain name. The seller anchored high with a five figure number. Rather than balk and counter, Sebastian used labels and mirrors to discover that it was most important to the seller for the domain to be used for a purpose in which he believed. Unbeknownst to the seller, this was Sebastian’s plan all along. Sebastian’s use of labels and mirrors uncovered other Black Swans as well:

The Tower of reams of dollars aspirations in heaven. The symbol of financial success.jpegJimmy Iovine is the business partner of Dr. Dre (American rapper, record producer, and entrepreneur). Iovine cut the deal that sold Beats to Apple for 3 billion dollars. The story of how they got there is the subject of the phenomenal HBO documentary special “The Defiant Ones.” I had to watch it 3 times to begin to catch the nuances of a Iovine’s brilliant style.

  Hand held medal against a stormy sky.jpegTraditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument over points.   Typically a negotiation begins with one side stating what their issues are and what they want. Next, the other side does the same thing. In the end, if a deal is made both sides feel like they could have gotten more or they stuck it to the other side. Here are 3 guidelines for negotiating better outcomes.