negotiation

Measure the pie correctly

Negotiate with handicaps

A framework for strategic decision-making

Optimizing purchasing strategies

Refusing to deal with mandated agents can be an effective strategy

Breaking large actions into small ones can enhance credibility

Cutting off communication can protect strategic moves

Preventing opponents from making strategic moves credible

Using agents to make commitments more credible

Building resolve through group commitment

Reducing the size of the threat or promise

Suppliers' power

Buyers' power

Making strategic moves credible

Raising stakes

Deliberate risk creation

Avoiding Collision

Conflicting Interests

Negotiation with a twist

The power of intransigence

Effective communication requires recognizing and matching the kind of conversation your partner is having

Every difficult conversation is really three conversations happening at once

Competition is power: the number of interested VCs determines your negotiating position more than any tactic

Strip away the noise of a venture deal and you are left with exactly two levers: economics and control

Knowing what to say to whom, when to say it, and how to say it for maximum effect is a learned skill that separates those who succeed from those who merely have talent

Mapping influence networks and building strategic alliances to advance your agenda beyond direct authority

Five essential dialogue threads with your new boss that lay the foundation for a productive working relationship

Sidestep attacks and redirect energy toward problem-solving

Refine a single draft instead of trading competing proposals

Dig beneath positions to discover what people actually need

Your walkaway power is your real negotiating power

Hard on the merits, soft on the people

Turn weakness into power by making the pursuer become the pursued

Plant ideas that take root as if they were the other person's own

A 24-step strategic sequence for winning hearts and minds

Win people over by entering their world before trying to change it

Seek mutual benefit in every interaction or walk away respectfully

Know when and how to be bad, calibrated to the situation

Say less than necessary and control what others know about your intentions

Five steps to escape the office without quitting your job

All strategic action is based on controlling what the opponent perceives

Supreme excellence is breaking resistance without direct conflict

Soften people's resistance by confirming their self-opinion and making change feel voluntary

When an institution holds you captive, patience and documentation are your weapons.

Don't reveal your hand; read other players by making them reveal theirs.

Invert the dependency on interruptions by rescheduling them on your terms

Never let a single supplier control your destiny

Create urgency

Optimize Outcomes

Find mutual purpose when you and the other person want different things