your power isn't in what you say it's in your ability to walk away know your alternatives

an SLA isn't about uptime it's about your business continuity negotiate for your operations not your optimism

business context isn't background it's your playbook study your arena

behind every demand lies a deeper need find it solve it own it

the deal you can walk away from is the deal you're most likely to get build your options first

in saas your leverage peaks before you sign after that you're building switching costs use it wisely

your industry's standard deal is just someone else's innovation that stuck

their constraints are your opportunities help them help you

your batna isn't your backup plan it's your foundation strengthen it before you need it

silence isn't empty space it's a tool let them fill it with possibilities

supplier or customer the best deals serve both sides just differently

some cultures sign relationships others sign papers know which table you're at

don't rush to split the pie expand it then negotiate the bigger slices

the most powerful phrase in negotiation: ”tell me more” then stay quiet and learn

contracts don't create relationships they document them build the relationship first

multiple offers aren't options they're intelligence gathering watch what they choose

trading what you value less for what they value more that's where deals multiply

good questions reveal facts great questions reveal opportunities master the art of asking

legal terms aren't obstacles they're opportunities to define better futures

every milestone in negotiation is a chapter in trust write it well