When negotiations get stuck, be sure you do this

It’s not news that understanding the other person’s key interests is a crucial skill for your negotiation skills toolbox. I knew that when I went into the contract negotiation in the following story…and I almost blew it anyway. It took a question born out of desperation to teach me that some interests can be elusive, surprising, and even downright unbelievable. Find the transcript with links here. To receive transcripts of new episodes automatically, subscribe at tammylenski.com/subscribe/.