The Importance of Being the Expert in Negotiation

If you don't see yourself as the expert, the prize to be won in the relationship going into the negotiation, it's not going to change. The clues to this framing are very evident early in the process too. One of the problems is we don't really want to see those. We're just sort of like tentatively keeping our hands together, carefully hoping to not do anything to disrupt this very precious opportunity that we have.