Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table

Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right.

On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn.

Leigh Thompson offers best practices and tools within this book to use in daily negotiat...