Separate Needs from Wants and address the needs with options. A demand is an expressed solution/option to a need that is not often identified.
You can Negotiate Anything, by Herb Cohen (President Jimmy Carter's Chief Negotiator)
This also comes in great tape--humorous with great conceptual insight on the art of negotiation. He says what I believe is true or to put it in my words--creative minds separate negotiators.
The blurb below is a book promotion by sellers--it's accurate.
"Every day, you negotiate for something: prestige, money, security, love. This straight-talking guide will show you how to get what you want by dealing successfully with your mate, your boss, MasterCard, your children, your best friends and even yourself. As Herb Cohen counsels, "Power is based upon perception-- if you think you've got it then you've got it. Be patient, be personal, be informed-- and you can bargain successfully for anything."
Louis Nizer was an expert in libel. He represented Johnny Carson when sued by Arnold Palmer's wife for a lewd comment he made to her. Nizer clerly saw the needs of each and worked out a settlement agreeable to both Mr. Carson and Mrs. Palmer. He had Carson pay a sum to her favorite charity, rather than to her directly. She agreed, both were happy. SAVING FACE.
That's why the famous libel attorney, Nizer, was Louis Nizer.
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