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All right, everyone, welcome 
back. 

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Ready to dive in today. 
We're tackling something 

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everyone can relate to, 
negotiation fundamentals. 

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We've got a chapter here kind of
like a negotiation 1O1 crash 

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course and I am so ready to 
break it all down. 

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You know, it's funny. 
People think of negotiation like

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buying a car or a house, but 
it's really everyday stuff, you 

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know, like figuring out where to
order dinner or salary talks at 

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work. 
It's everywhere. 

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Totally. 
And this chapter, it dives right

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into this concept of BT and a 
your best alternative to a 

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negotiated agreement. 
It's basically your backup plan,

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right? 
The thing you'll do if the deal 

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goes South? 
Exactly, like imagine you're 

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buying a car, your BTNA could be
that used car you saw online or 

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even just sticking with your 
bike for now. 

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So. 
It's not just about having 

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options, it's about knowing your
walk away point when to say, OK,

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this isn't working for me. 
Yeah. 

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And the chapter stresses this. 
You got to figure out your BATNA

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before you even start 
negotiating. 

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That prep is key. 
So it's like knowing your bottom

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line, but even more than that, 
it's knowing what you'll do if 

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you can't reach a deal at all. 
Right. 

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And that changes things. 
You know, if you're desperate 

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for a deal, the other person can
sense that. 

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But a strong BATNA? 
That's power. 

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It's like playing poker, holding
a good hand but not letting 

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anyone see it just yet. 
Exactly. 

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And that leads us to another big
idea from the chapter Zutee, the

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zone of possible agreement. 
So we've got our BAP and A our 

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secret weapon, right? 
But we need to know where we're 

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even aiming for. 
And that's where this whole 

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Zeutae thing comes in. 
The zone of possible agreement. 

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It's like figuring out where we 
might find some common ground. 

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Exactly that sweet spot where a 
deal can actually happen, where 

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your interests and theirs, they 
kind of overlap. 

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Like let's say with our car, I'm
thinking, OK, I can maybe go up 

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to $10,000, but hoping for less 
obviously. 

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And the seller they want, I 
don't know, $12,000. 

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So that space between, that's 
our ZOP. 

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Right, exactly. 
And knowing that zop, it helps 

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you focus, you know? 
No point arguing over something 

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neither of you will actually 
agree to. 

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It's like, why waste time, 
right? 

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If there's no way we're going to
see eye to eye, let's just not 

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even go there. 
And the chapter even says 

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sometimes that zopay, it's not 
obvious right away. 

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You got to ask questions, listen
to what they're really saying, 

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which. 
Brings us to something else. 

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They talk about active 
listening, and I don't just mean

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waiting till it's your turn to 
talk. 

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No, no, it's more than that. 
It's really paying attention to 

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what they're saying, how they're
saying it, asking questions to 

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be sure you get it, even 
reflecting back what you hear, 

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Like, OK, so you're saying. 
Showing them you're actually 

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trying to understand, not just 
win the argument. 

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It builds trust, yeah, you know,
makes them more likely to open 

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up, meet you halfway. 
Totally like that whole seek 

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first to understand idea. 
Sometimes just feeling heard is 

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huge. 
Huge. 

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And you know, the chapter made a
good point here. 

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Nobody's born a master 
negotiator. 

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It's a skill, right? 
Like anything else, you got to 

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practice. 
Exactly. 

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Every time you negotiate, big or
small, it's a chance to get 

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better, to try different things 
and see what works. 

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I like that. 
So we're always learning. 

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Now Speaking of skills, the 
chapter talks about reservation 

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point and I think this is huge 
for like keeping your 

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expectations in check. 
Absolutely. 

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Think of it as your absolute 
bottom line, the point where you

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walk away. 
So with the car, my BA TNA, is 

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that online option right? 
My reservation point would be 

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the absolute most I'd pay at the
dealership. 

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Before I say you know what, I'm 
out of here. 

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I'm getting that other car. 
Exactly. 

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Keeps you grounded, stops you 
from making a decision you'll 

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regret later. 
Like a little voice saying Nope,

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time to go. 
It helps especially when 

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emotions get involved. 
You know how it is. 

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You get caught up in the moment.
Oh, tell me about it. 

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Impulse buys anyone? 
But having that reservation 

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point, it's like a safety net. 
It helps you stay rational even 

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when the pressure's on. 
I like it. 

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That safety net can really come 
in handy now. 

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The chapter also gets into 
different negotiation styles, 

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right? 
Distributive and integrative. 

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Yeah. 
So distributive, that's your 

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classic fixed pie situation. 
Like we've got this much to 

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split and every piece you get is
a piece I lose. 

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OK, like haggling over the price
of something at a flea market? 

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Yeah. 
It's about claiming as much 

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value as you can. 
Think price negotiations. 

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Who does what chores, even who 
gets the last slice of pizza? 

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Makes sense. 
So then, what's integrative 

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negotiation all about? 
Integrative is more 

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collaborative. 
You're looking for a win win 

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something that benefits both of 
you less. 

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About computing. 
More about teamwork. 

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Right, exactly. 
You're figuring out each other's

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needs and getting creative to 
find a solution that works for 

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everyone. 
It's what you'd want in a long 

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term business deal or even just 
resolving conflict within a team

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keeping things it's. 
Like picking the right tool for 

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the job. 
Sometimes, yeah, you need that 

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hammer. 
Sometimes you need a 

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screwdriver. 
It depends on the situation. 

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And that's what I like about 
this chapter. 

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It doesn't just say, here's BT 
and A, here's Zoopa, good luck. 

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It's all about communication, 
empathy, the human side of it, 

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right? 
Because it is about people at 

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the end of the day, building 
that connection, trusting each 

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other, finding that common 
ground. 

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Totally. 
And remembering that person 

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across the table, they're not 
the enemy. 

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They've got their own reasons 
for being there, their own 

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needs. 
Like that saying everyone's 

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fighting a hard battle, you 
don't know what someone's going 

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through, so a little kindness 
goes a long way. 

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Absolutely, and this really 
stuck with me from the chapter. 

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Good negotiators. 
They don't just win, they see it

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as a chance to learn every time.
Not about being right, but about

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getting better. 
Right, exactly. 

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It's curiosity finding those 
creative solutions that actually

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work for everyone. 
That's what matters. 

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Love that. 
So it's less me against you, 

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more, hey, we're in this 
together. 

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Exactly. 
And that changes everything. 

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You know, suddenly it's not so 
scary. 

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It's collaboration, not 
conflict. 

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So anyone listening who maybe 
gets nervous about negotiating 

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this chapter is great. 
You can get better at this. 

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It's a skill. 
Learn the basics, practice that 

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act of listening and remember 
every conversation. 

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It's a chance to learn 
something. 

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Well said. 
Well, I think we've officially 

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unpacked negotiation one O 1 for
today. 

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We hit those BATNAS Zoo PAS 
active listening negotiation 

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styles. 
Even squeeze in some laughs 

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along the way, I'd say. 
Always a good thing. 

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But you know what the best part 
is when you listening right now,

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actually use this stuff. 
So this week I challenge you, 

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pay attention to those little 
negotiations. 

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How are you using your BAT and a
can you spot the ZPA? 

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Most importantly, go into those 
conversations with curiosity, 

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wanting to understand. 
You might be surprised what 

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happens. 
Until next time, happy 

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negotiating everyone.