Please note: This is a companion version & not the original book. Book Preview:

#1 Fear is a major factor in people's inability to negotiate. It affects people who negotiate every day, whether they are executives or not. The biggest fears are losing the deal and damaging the relationship.

#2 People are often afraid to negotiate for themselves. They fear that the other side will walk away and lose the deal, particularly when the negotiator does not have strong outside options.

#3 You must know your bottom line, but you must also focus on your goal. Establishing an ambitious goal will help reduce the fear that you will leave money on the table with a poor outcome.

#4 The COVID-19 pandemic has made it difficult to meet in person, so you should use a virtual video platform such as Zoom, WebEx, Microsoft Teams, or Google Meet to deliver your offer face-to-face on screen. When you negotiate in a synchronous channel, you can immediately see the other side's reaction and make appropriate concessions.