FAQ

Most people under estimate their ability to handle pressure and their emotions in the negotiation room, when triggered instead of deescalating the emotional temperature of the room, they add fuel to the fire. Deals end in deadlock, worst still they get done, but the compromises made don't support a long term relationship and real business value. Society at large portrays negotiations as hostile engagements and adversarial combat where you 'destroy' your opponent. Real negotiation mastery couldn't be anything further from the Hollywood movie depiction. The Art of Negotiation by Tim Castle details what actually works and shows you the exact steps to take for each type of negotiation, this is why it is imperative to learn negotiation skills. In a nutshell, most fail because they fail to prepare, let their ego do the talking, over justify, use bully tactics and are ultimately so fearful that they operate a takers mentality. People who don't take the time to up skill in negotiation, influence and persuasion are being left behind in this new and changing world.

In fact negotiation is even more vital, in the AI dominated world the human becomes infinitely more valuable. Skills such as compassion, creativity, empathy and connection are all that is left. You only have a few years (1-2) to understand how to maximize your influence. It's easy to think that AI will conduct all negotiations but the truth is those that can build trust at the human level, write persuasively, speak with restraint and have the self discipline to ask the right questions at the right time, instead of reacting will run the world.

Negotiation in its simplest form is value creation. This is the essence of negotiation. Whatever you are doing you are influencing a conversation to move in a certain direction with the intention of expanding the pie for all parties. Negotiation is influence and persuasion, your intention is of genuine concern for the other party, you want the best for them.

Any time you are omitting details with the intention to deceive then you are manipulating because it comes from a desire to control the other person. Influence however operates from a very different intention, with intention you highlight the key details and bring transparency to the surface, you want the best for the other party.

Negotiation is most certainly a power skill, trust building and influence are the number 1 skills you must master in this age to get ahead. The mistake people make is they think they can just say "trust me" and thats enough, however when its all on the line, when it matters in high stakes deals, you want to have the skill set that can inspire forward momentum and create value together. Negotiation impacts all areas of your life from our relationships, to how we are perceived at work, to promotions, job offers, job interviews and the opportunities for advancement we secure. That is why The Art of Negotiation book by Tim Castle is so popular, it provides the road map to radically your everyday negotiation skills and win at life.

Confident people negotiate differently because they prepare, the don't rush to complete their answer or get flustered. They own what they say and have clarity of mind, confident people have an aura of authority and calmness that is earned through their experience and mastery of negotiation. Confident people pause before they respond and most of all they have deep self awareness that allows them to consider what they say and how they say it. Confidence is felt, its an energy that is expressed through body language, eye contact, tone of voice, pace of voice and presence. High agency people aren't consumed with lack or what could go wrong, they are decisive, focused on possibility and creative solutions to problems and explore differing points of view without getting frustrated. The Art of Negotiation by Tim Castle has you covered if you are looking to improve your negotiation confidence.