What Wasn't Said Newsletter
Real world insights on negotiation, emotional intelligence, communication, and the decisions behind decisions.
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When pressure hits, people don’t break over logic. They break over identity.
Negotiators waste hours debating what’s “fair.” Let's first get clear on the real pie, and split it with precision.
Motivation isn’t mystery, it’s movement. Once you understand it, you’ll know exactly how to influence decisions.
One of the fastest ways to break through resistance is get them to write.
You’re not avoiding conflict. You’re storing it. So fix that before it breaks trust
Objections are where the real conversation begins
Trust often hides hidden pockets of distrust until a dispute exposes them.
Slow the pace, resist pressure, and keep control under deadlines.
Anchoring first isn’t aggressive, it’s strategic. But wait too long, and you’ll be negotiating inside their frame, not yours.
One number can rewrite your entire strategy, unless you know how to protect your reservation value from the start.
Your BATNA isn’t your bottom line. If you don’t know the difference, you’re negotiating blind.
Before you argue for a bigger share, stop and ask: what’s the real value that only exists because both people are here?
