Negotiation isn't about force, it's about understanding. Learn their perceptions. To be persuasive, you need to see the world through your counterpart's eyes.

Want to get inside your counterpart's head? Ask yourself: What are their goals, fears, and motivations? Understand their perspective. Tailor your communication to meet their needs.

Negotiation, like anything else, takes practice. The good news is you can practice every day in small situations, and begin to see results almost immediately. Learn the tools and practice

Bad negotiators have a fixed mindset on how a negotiation should go. They're showing up to the jobsite with only a hammer.

Preparation is the foundation of any successful negotiation. Understand your counterpart's perspective. No better confidence booster "I never allow myself to have an opinion on anything that I don't know the other side's argument better than they do." - Charlie Munger

A Monday morning question for you: What conversation will you be proud of yourself for having even if it doesn't end with the outcome you want? Go have that conversation.

Critical life skill that can change every deal, every conversation, every relationship: balance the opposing tension between the immediate desired outcome and long term goals. The best negotiators I've ever met are experts at this.

Real estate developers... what's the play, here?

Return to the office is underway. This pretty much sums it up.

Kind of a weird stat to track. It has a "Dad, what's your 5th favorite color?" vibe Texas' 7th-largest convention center now under construction chron.com/news/houston-t… via Chron

Advice for early and mid-level PERE folks: When I was young I looked at positive news on any one of these circles as justification for higher comp. The person you are asking is worried about all four. An understanding of the pictures in their heads will increase your chances.

Start anywhere. Learn everything. There are so many entry points. The key isn't where you begin, but what you absorb. Treat every meeting as a masterclass. Every colleague a potential mentor. Status is temporary. Knowledge compounds.

People are more likely to agree when you use criteria they already accept. Find their standards and frame your requests accordingly.