Noa Sheer

Yes, the art is around understanding how people make decisions and really adapting yourself to the right situation.

And the science is about understanding...

What type of planning will lead to what sort of outcome?

You can't control other people and you can't control outcomes fully.

People are limited by budgets, by authority, by time.

But there is a whole science around what sort of behavior will lead to what sort of discussion or what sort of outcome in the negotiation or will increase the likelihood that you get what you want.

Do you want an example with the house?

It sounds like there would be a clash because obviously if I'm selling the house, I want the highest price and you're buying the house.

you want the lowest price.

And so how could we possibly make this in both of our interests?

But the thing is, interests are different from goals.

So the goal that we have for this negotiation is to get the price that we want, but the interests are far broader than that.

You see, my interests or my drivers for going into this negotiation are to sell my house before a certain date so that I can pay for the other house that I'm buying and I'd like to move in by a certain stage and I want to be able to

live comfortably in my house until that stage so I don't have to rent.

There is a very broad understanding of what my interests are, what's driving me.

It's not just price.

And from that, I have some flexibility in how I build my negotiation plan.

Because you also, as the buyer, you will have broader interests than just getting the price that you want.

Maybe you want to move in when there's a different floor.

Maybe what you wanted was wooden floors and what I have, the carpeting is not what you like.