The Game Before the Play
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Do you really think you can win every negotiation? If yes, congratulations! You've just unlocked a new episode of Mythbusters. If you believe negotiation is about dropping the perfect one-liner and winning the whole conversation like in a Hollywood movie, you're also wrong. Sorry. That's not how it works. And if you think everything was already decided in some boardroom and your talk with the other side was just a formality - you might be closer, but still not there. Here's the thing: most negotiations are shaped long before anyone speaks. Outcomes are heavily influenced, sometimes even decide...
Do you really think you can win every negotiation? If yes, congratulations! You've just unlocked a new episode of Mythbusters. If you believe negotiation is about dropping the perfect one-liner and winning the whole conversation like in a Hollywood movie, you're also wrong. Sorry. That's not how it works. And if you think everything was already decided in some boardroom and your talk with the other side was just a formality - you might be closer, but still not there. Here's the thing: most negotiations are shaped long before anyone speaks. Outcomes are heavily influenced, sometimes even decided, by factors like preparation, seniority, reputation, goals, perspective, knowledge, and the energy each side is willing to invest. These elements matter just as much as what happens during negotiation. Put them together and you'll see what most people miss: there's a whole game before the play. This book will prepare you for the game by taking you through The Playbook Cycle - a practical seven-step approach that shows you how to:Set unshakable goals that keep you focused Gather the right information without drowning in noise Decode hidden power dynamics and see what really drives people Build strategies based on reality, not wishful thinking Stay adaptable when circumstances shift and know when not to negotiate at all This book is a mix of simple frameworks, sharp stories, and a dose of humor. It argues that winning an argument isn't always the main goal. Sometimes it's about reframing the game, finding alignment, or walking away stronger. It's about seeing the big picture instead of obsessing over a single moment. Think of it like football: every player has dribbling skills, positional awareness, and physical strength. But what makes a player truly successful is knowing when to push, when to save energy for the next match, and when to take a tactical red card that saves the season. This book is your coach: not for the play you see on the field, but for the game that decides it all before the whistle even blows. And it will train you to become a Negotiationship manager. And don't be afraid to take advice from a young indie author with no shiny credentials. If he's figured this out already, then so should you.
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