Negotiation is something we do every day whether for work or life.

My guest for this episode, Horacio Falcao shows us how to negotiate better.

Contrary to popular belief, negotiation is more about learning rather than persuasion. 

Negotiation is also often thought of as a power play (win-lose) and non-power play (win-win), in other words, negotiation is about achieving an outcome. 

However, if we take the time to learn what is important for the other party and understand what the possibilities are, we will be in a better position to achieve a better outcome.

There are 3 'substances' of negotiation:

1) Substance -- the terms, money or whatever we want to achieve

2) Relationship -- particularly, how we build trust with the other party 

3) Communication -- using questioning and using the right words to influence the other party's response to the negotiation