# Negotiation is a process of discovery #permanentnote ## Source - [[book - Never Split the difference]] ## Keywords (topics and howto) - [[topic - negotiation and sales]] - [[how to have more possibilities]] - [[how to be a better advisor]] - [[how to be a better negotiator]] ## Relevant notes - [[zt - do your homework]] you should be ready for the discovery and to be surprised - [[zt - negotiation techniques]] - [[zt - socratic questions]] can help the discovery ## Notes - Negotiation is not a fight of ideas, it is a process of discovery. The goal is to uncover as much information as possible - To shut down the voice in our head, we should only focus on the person in front of us [[zt - be client focus]] - negotiation is about building [[zt - trust is a must for long term relationship]] and even in a short term one