Identifying and Addressing Deal Breakers in Business Negotiations

To make successful deals, it's important to consider the fears of the other party and address them. Fear often hinders deals more than benefits. About 70% of decisions are driven by the desire to avoid loss rather than achieve gain. Instead of focusing solely on our value proposition, we should think about why the other party might not want to do business with us. Deal breakers must be eliminated before making deals, as they can be costly. Neglecting deal breakers can result in signed deals turning into train wrecks, causing financial losses.