The Psychological Warfare of Negotiation

Negotiation: A Mind Game Won Before You Enter the Room

Most people believe negotiation starts when you sit at the table. By then, it's often too late.

Elite negotiators know that victory doesn't come from clever tactics during the meeting—it comes from psychological groundwork laid days or weeks in advance. According to negotiation expert Chris Voss, formerly of the FBI's hostage negotiation unit, "The most dangerous negotiation is the one you don't know you're in."

The question isn't whether you'll negotiate today—it's whether you'll do it consciously or unconsciously.

From salary discussions to business deals to everyday conversations with your partner about household responsibilities—these are all negotiations. And they all follow predictable psychological patterns that can be mastered.

But how exactly do you win before you start?