if you ask most negotiators or people

who are going to negotiate an agreement

or any issue

what do they think about first

95 of them will say

what do i want

what do i want to get out of this deal

and how do i do it

i tell them the opposite i say the most

important thing to do

is ask yourself what does the other side

want

and how can they get what they want and

you still get what you want

because if you’re negotiating and you

don’t understand

what the other sides want the other side

wants you’ll not be successful you must

understand both sides of the issue

crucial