Mastering the art of negotiation means "you" need to start mastering the "U's." In a world filled with business and cultural sensitivities, we don't all see situations equally.
First, "understand" the power of the pause: It gives you time to think through your best alternatives and seek counsel.
Second, "untangle" the angles: Negotiations require common ground, so identify the other side's angles as well as your own. Both sides want the best price, but what gets tangled is each side's "wants"; untangling these helps you create countermoves.
Third, "unhand" the demands: Don't start a negotiation with a "my way or the highway" demand-based mindset. Go into it with a "Let's put our heads together and find a solution" intention.
Next, "un-paint" the picture: A negotiation is like painting a picture; it happens in layers and steps. After pausing and untangling, backtrack all the steps and make sure it "looks good."
Finally, "uncover" the solution: Listen more than you talk, even if the other side is being assertive. Reframe questions or assertions and repeat back in terms that benefit both sides. Give a little, but always get something back. Don't be afraid to make the first move or offer, because counter-offers are where the deals happen!
— Matt Mead, founder and CEO at Drivonic; cofounder of Mead Holdings Group, The Epek Companies, and Grayson Pierce Capital