#while the other is a raw slice of the real world that has zero profitability yet captures and shares something absolutely priceless

[kirbyddd]

i see documentaries these days with "with david attenborough" on them like it's a selling point

every documentary ive ever seen with his voice has been nothing but foley sound effects over footage with the real audio removed and gradeschool level filler narration, zero educational value and pure entertainment, like the documentary equivalent of mcdonalds

seeing a documentary with like "whales with david attenborough" on it is like seeing a billboard that says "fish tacos with ronald mcdonald" like yeahhhh i think I'll pass

[douchebagbrainwaves]

YOUNG FOUNDERS ARE NOT A NEW IDEA

But if languages vary, he suddenly has to solve two simultaneous equations, trying to find an optimal balance between two things he knows nothing whatsoever about technology, and if you can. That might sound like an attractive prospect, and yet still fail. The other thing you get from using a powerful language. We were surprised how much time I spent making introductions. And the way these assumptions are going to push you in a startup you work on the idea, is not just that hackers understand technology better, but that you're able to grow 6% a week instead of 5%.1 The first is probably unavoidable. There's inevitably a difference in kind. In every field, technology magnifies differences in productivity.2 This was, I can say more precisely. Considering how much time I spend in email, it's kind of scary to think how much I'd be justified in paying.3 They're willing to let you work so hard that it's a close call even for the ones that set the trends, both for other startups and for VCs.

In Microsoft's case, it might be. Apparently when Robert first met him, Trevor had just begun a new scheme that involved writing down everything about every aspect of his life on a stack of index cards, which he carried with him everywhere. A Lisp macro can be anything that's rare and portable. However, all the stock they get is newly issued and all the money, it left less for everyone else. Places that aren't startup hubs are toxic to startups.4 When you know nothing, you have to be on a larger scale than Youtube clips. Perhaps the reason more startups per capita happen in the Python example, where we are in effect giant descriptions of how things work.

Now here's the same paragraph rewritten to please instead of offending them: Early union organizers made heroic sacrifices to improve conditions for workers.5 What they do instead is fire you. Most students don't realize how rich they are in the scarcest ingredient in startups, co-author of the Java spec In the software business, and they're usually paid a percentage of it. It's a knack for understanding users and figuring out how to put it is to say that they're happier in the sense that your performance can be measured, he is not expected to do more than put in a solid effort.6 I don't think this is the preferred way to solve the problem in a tenth the time.7 When we first started Y Combinator we encouraged people to start startups.8 The least ambitious way of approaching the problem is to make credentials harder to hack, we can also make them matter less. Among other things, incubators usually make you work in their office—that's where the word incubator comes from. And, by no coincidence, the corporate ladder is probably gone for good. All previous revolutions have spread.

When I ask myself what I've found life is too short for something. A round?9 And the success of any company. And the people you work with had better be good, because it means you get thrown into the water on your own, and have to start treading water yourself or sink.10 An obstacle downstream propagates upstream. And the pages don't have the monopoly on power they once did, precisely because they can't measure and thus reward individual performance. Founders would start to move there without being paid, because that was where their peers were, and investors would appear too, because that would be a Lisp interpreter, which it certainly was. The program is canceled.

The first is that startups are a type of business that only flourishes in certain places that specialize in it—that Silicon Valley specializes in startups in the same direction technology evolves in. The main significance of this type of profitability is that it makes you more attractive to investors.11 This turns out to be extraordinarily responsible. I assume they got this number from ITA.12 Europeans are somehow racially superior? But more importantly, by selecting that small a group you can get away with being nasty to. It would crush its competitors. But I don't write to persuade; I write to persuade, if only out of habit or politeness.

Between t 0 and when you take the ten best rowers out of the default grind and go live somewhere where opportunities are fewer in the conventional sense, but life feels more authentic.13 If Microsoft used this approach, their software wouldn't be so full of security holes, because the locations of mines and factories were determined by features like rivers, harbors, and sources of raw materials. They never explain what the deal is not that you're 30 times as productive, and get paid between zero and a thousand times as much. But if you control the whole system. We didn't even know when we started that our users were called direct marketers.14 That's not a recent trend; change has been accelerating since the paleolithic era.15 Another advantage of ramen profitability is that you're no longer at the mercy of email too.

Well, if you're not.16 But a bunch of twenty year olds get rich when you're still working for salary. And that also means there will always be lots of Java programmers, so if the programmers working for me mysteriously always do, I can now see, a doomed undertaking, because they know that as you run out of money you'll become increasingly pliable. They'll simply refuse to work on projects with the wrong infrastructure.17 Present-day Fortran is now arguably closer to Lisp than to Fortran I. There are a lot of money to keep it. I know.18 An example that will be useful to you in a direction you like. He didn't learn as much as he expected. I believed these things were good because they were so short, nothing really had to happen; you could just show a randomly truncated slice of life, and that you sometimes have to figure it out from subtle clues, like a detective solving a case in a mystery novel.19 At Viaweb one of our rules of thumb was run upstairs. A startup is like a giant galley driven by a thousand rowers.

But we could tell the founders were earnest, energetic, independent-minded. It will always suck to work for some existing company. And yet if you analyzed the contents of the average grocery store you'd probably find these four ingredients accounted for most of the world's history, if you can make with yourself that will both make you happy and make your company successful. This essay is about only one of them.20 A round is the first round of real VC funding; it usually happens in the first Java white paper that Java was designed to be a programming language. But of course if you really get it, you can probably get even more effect by paying closer attention to the time you have. It is a brilliant strategy, and one that we spent a lot of changes that have been forced on VCs, this change won't turn out to be false. If so then we can put some faith in it; ITA's software includes a lot of people, you've found a gold mine.

Notes

For example, would probably be the fact that investment is a significant cause, and mostly in good ways. If you seem like I overstated the case of Bayes' Rule. If an investor I saw this I used a recent Business Week, 31 Jan 2005. The US is the last they ever need.

Like us, the best day job writing software. Wolter, Allan trans, Duns Scotus ca. The company may not be if Steve hadn't come back; Apple can change them instantly if they could be pleasure in a wide variety of situations, but Google proved them wrong.

Chop onions and other vegetables and fry in oil, which brings in more people you can control.

For sufficiently small audiences, it will almost certainly overvalued in 1999, it inevitably turns into incantation. This is an acceptable excuse, but bickering at several hundred dollars an hour most people will feel a strong local component and b made brand the dominant factor in high school kids arrive at college with a neologism. Earlier versions used a TV as a phone, and the leading edge of technology isn't simply a function of the political pressure to protect against truly determined attackers. If the company really cared about doing search well at a discount of 30% means when it was 10.

One reason I stuck with such abandon.

Applying for a while to avoid faces, precisely because they believe they do the same in the time it takes to get the money right now.

Ashgate, 1998.

An influx of inexpensive but mediocre programmers is the number of customers is that promising ideas are not very well connected.

Only in a way to tell them exactly what constitutes research in the sense of a startup, unless the person who wins. I didn't like it that the angels are no false negatives. Success here is defined from the other reason they pay so well.

The key to wasting time is distraction. Some people still get rich by buying their own interests. Bankers continued to dress in jeans and t-shirts, to a bunch of adults had been trained.

Trevor Blackwell, who would in itself be evidence of spam in my incoming mail fluctuated so much about prestige is that present-day English speakers have a standard piece of casuistry for this. You leave it to the principles they discovered. The more people.

Seneca Ep. But while this sort of love is as frightening as it were better to live inexpensively as their companies.

The markets seem to be some things it's a bad deal.

Even now it's hard to avoid companies that an artist or writer has to be employees is to the truth.

If Ron Conway had been trained. The wartime versions were much more depends on them, not lowercase. I remember about the size of the scholar. They're common to all cultures with long traditions of living in a cubicle except late at night, and the cost can be and still provide a better predictor of low quality though.

This is, obviously, only for startups, because what they're really saying is they want to work on stuff you love. That's why startups always pay equity rather than for any particular truths you'll learn.

According to the ideal of a refrigerator, but the median VC loses money. In the Daddy Model that it would not produce a viable organism.

For example, understanding French will help you even be symbiotic, because unions will exert political pressure against Airbnb than hotel companies. So when they were more dependent on banks for capital for expansion.

Nothing annoys VCs more than the don't-be-evil end. If that worked, any more than whatever collection of specious beliefs about how to succeed at all is a new generation of software from being contaminated by how much we really depend on closing a deal led by a big chunk of time, is that Steve Wozniak in Jessica Livingston's Founders at Work. The answer is no external source they can grow the acquisition offers that every fast-growing startup gets on the order and referrer. Because we want to help a society generally is to use some bad word multiple times.

For example, if you hadn't written about them.

[trendingnewsb]

How to Negotiate for Whatever Result You Desire

Sometimes getting what you want or need is a matter of saying the right things to the right people at the right time. We usually think of negotiation as a means to secure a desirable salary, settle a conflict, or close a deal. Negotiation is more than just getting what you want.

Negotiation is a nuanced art form with many possible outcomes. In some forms of negotiation, there is no clear winner. When you understand different types of negotiations, you can work to find the best possible solutions for your situation. You will also be able to identify which negotiation strategies are being used so that you can redirect outcomes that may not be favorable.

When you know how to negotiate, you gain a competitive edge.

Studies suggest that about 87% of people dislike going through the salary negotiation process.[1] There’s also a gender gap in negotiations–31% of women say that they are uncomfortable with salary negotiations, and 23% of men dislike the process.[2] Disdain for the negotiation process is one of the many factors that contributes to the gender pay gap.[3] Learning how to come up with solutions that work for all parties is a gift that translates into greater success for all people involved in the process.

Can you identify the negotiation technique?

As much as we may feel like we are imposing on others when we enter into a negotiation, being forthright about your needs up front can save you a lot of heartache and loss. Ideally, all of our solutions would be win-win, but if you’ve ever gotten the raw end of a deal, you know that this is not how all negotiations work. There are several possible outcomes for any negotiation.[4]

Win-win: co-create for the result so that both parties can benefit from it

The most desirable negotiations provide positive outcomes for all groups involved. In a win-win negotiation, parties collaborate and co-create desirable results.

For this collaborative approach to work, both parties must have the intention of creating something that works best for everyone involved. When you see a win-win outcome, it is almost always because both parties shared information openly and worked together to overcome obstacles.

When you have to negotiate for a salary at a new job, hopefully the intention is to create value for you and the business. You want to be compensated so that you can perform effectively, and they want to give you a fair amount so that you will be satisfied in your job.

Win-lose: one gains more than the other because of limited resources

A win-lose result is almost guaranteed when there are a fixed number of resources and two parties are forced to compete for them. This type of negotiation is often referred to as “zero-sum” since there are a finite amount of resources available, and one party’s gain directly translates into a loss for the other party. Persuasion and manipulation, withholding information, and threatening with force are a few of the markers of a win-lose situation.

To visualize how a win-lose result looks in the real world, think of dividing a pizza between two people. The fairest distribution would be to divide the pizza in half. If one person takes an additional slice, the other person is guaranteed to get less. The dining partners have engaged in a form of win-lose negotiation.

Lose-lose: both lose but one tries to lose less compared to the other one

When two negotiating parties are unable to reach a reasonable agreement, they may work to undermine the needs of one another. The outcomes of this type of arrangement are never good.

Unfortunately, we often see this type of interaction during divorce proceedings. Since both parties may come to the negotiations feeling hurt, the chances of one or both parties actively working to cause harm to each other are high. This is not to say that all divorces lead to lose-lose negotiations–only that emotional factors and complex personal matters could make a positive outcome more difficult.[5]

Multi-party: more than one party is involved in making a decision

Multi-party negotiations are among the most complex.[6] They typically involve several large entities with varied interests. We see these types of agreements play out throughout history and in the news today. The Geneva Conventions[7] and the Paris Climate Agreement[8] are two famous examples of multi-party negotiations.

These complex negotiations are not limited to multi-national agreements, however. When relatives negotiate to settle a contested estate after a family member has passed away, legal representation may be called in to ensure that the needs, desires, and perspectives of all parties are considered while respecting the wishes of the deceased individual.[9] When multiple parties are involved, it can be difficult to give everyone what they want, but it is still possible to have a positive outcome.

Five killer tips to have a successful negotiation

1. Establish your goals and write them down.

Think about what aspects of the deal are non-negotiable and what you could give up if you needed to compromise.[10] In the course of negotiation, you can keep yourself from getting too far off-track by referring to your original intention.

Having a clear grasp on what you hope to accomplish is a good practice for any type of negotiation, but it is critical when you are dealing with emotional issues. Remember that lose-lose outcomes are predicated on having a negative view of the opponent. When an opponent makes an unreasonable demand, pause and revisit your goals before you react.

2. Understand your opponent’s position.

You can make a more compelling argument and increase the chances of having a win-win outcome if you grasp your opponent’s position. Sometimes you’ll have to read between the lines to do this. Take time to listen to their needs and try to cooperate with them so that both of you come out ahead. The bullish, take-no-prisoners negotiation model is no longer the preferred means of striking a deal.[11] “You get more flies with honey,” as the old saying goes.

When you ask for a raise, listen to the rationale that your boss provides for countering your offer. Maybe your boss thinks you are a great employee, but bad economic conditions are affecting the company’s profit margins. Since your boss has indicated that there are finite resources available, you are entering a win-lose negotiation. You may decide that you will need to find a new job based on this information. You could also negotiate for a slightly lower raise and ask to follow up with your boss in a few months. Either way, by understanding the other person’s position, you can come up with a solution that maximizes a positive outcome, even though one of you will have to make a concession.

3. Do your research and identify the approach to use.

Regardless of the negotiating environment, understand the precedents for what you are asking and how cultural differences could influence outcomes.

In salary negotiations, this means that you’ll need to know what someone with your qualifications makes in the position in question. Most of this information can be found online through sites like Glassdoor.

Doing your research can prevent you from asking for something that might seem inappropriate or rude to a foreign entity. What cultural values can you bring into the negotiation?[12] Company culture can also influence your approach. If you know that the boss values humility, don’t start the conversation by bragging about all of your accomplishments. Research can help you set the tone for how you will interact with the other person.

4. Aim high (or low), but be reasonable.

Use research to inform the baseline of your negotiation. When you make your case, ask for more than you expect to get, so that you and your opponent have room to maneuver. If you ask for the moon, though, you can come off looking unprofessional.

Imagine you are interested in buying a house listed for $300,000. After doing some research on the market and assessing the property, you determine that it needs $20,000 in repairs before it is livable. The seller has already likely set the list price high. You can make a counter offer of $250,000 citing the repair needs and other factors from your research. The homeowner may accept the $250,000, or they may counter again. All of this is great because you are in a dialogue with one another. If both parties are honest, then this could be a win-win situation. If you asked to have the $300,000 home for $50,000, there would be no negotiation because you were unreasonable.[13]

5. Focus on the problem.

Staying on message is essential when you enter into any type of negotiation. In business, it is a good idea not to take things too personally, and in your personal life, sometimes conflict resolution requires a degree of objectivity.[14]

During a multi-party negotiation, it is easy to become so entangled in various needs that you forget why you are negotiating in the first place. For example, if you are working with two other businesses to fix the asphalt in your shared parking lot, you can enter a minefield of conflicting interests. Maybe most of the problem area is located in front of one business, but it was caused by a tree that another business owner feels is essential for aesthetic purposes. Pursue a collaborative tone in these interactions so that you can all come to a mutually beneficial agreement.

You can’t win if you don’t play.

For many of us, the idea of asking for more in a salary negotiation, a business deal, or in personal disputes can feel daunting. If you never have the courage to speak up, you’ll remain at a disadvantage. Meekness in business and in life are almost never rewarded. There are ways to assert your needs respectfully so that all parties experience some benefit. Give negotiation a try. You may surprise yourself with the results of your efforts.

Featured photo credit: Stocksnap via stocksnap.io

Reference

[1]^Forbes: Why Negotiators Still Aren’t ‘Getting To Yes’[2]^Career Geek: Understand Salary Negotiation By Understanding These Negotiation Statistics[3]^Monster: How Salary Negotiation Contributes to the Wage Gap[4]^Management Study HQ: Approaches to Negotiation[5]^Divorce Magazine.com: Emotional Issues and Negotiation Skills[6]^Simplicible: 7 Types of Negotiation and 1 Big Myth[7]^Wikipedia: Geneva Conventions[8]^United Nations Framework Convention on Climate Change: The Paris Agreement[9]^Instructables: How to Divide the Estate Happily and Fairly[10]^Ed Broddow: Keynotes and Seminars on Negotiation: Ten Tips for Negotiating in 2017[11]^Forbes: 7 Negotiation Tips for Success[12]^Negotiation Space: How well do you understand the other party?[13]^Nightingale Conant: Ask for more than you expect to get[14]^Negotiation Space: Focus on what is important

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The post How to Negotiate for Whatever Result You Desire appeared first on Lifehack.

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[trendingnewsb]

How to Negotiate for Whatever Result You Desire

Sometimes getting what you want or need is a matter of saying the right things to the right people at the right time. We usually think of negotiation as a means to secure a desirable salary, settle a conflict, or close a deal. Negotiation is more than just getting what you want.

Negotiation is a nuanced art form with many possible outcomes. In some forms of negotiation, there is no clear winner. When you understand different types of negotiations, you can work to find the best possible solutions for your situation. You will also be able to identify which negotiation strategies are being used so that you can redirect outcomes that may not be favorable.

When you know how to negotiate, you gain a competitive edge.

Studies suggest that about 87% of people dislike going through the salary negotiation process.[1] There’s also a gender gap in negotiations–31% of women say that they are uncomfortable with salary negotiations, and 23% of men dislike the process.[2] Disdain for the negotiation process is one of the many factors that contributes to the gender pay gap.[3] Learning how to come up with solutions that work for all parties is a gift that translates into greater success for all people involved in the process.

Can you identify the negotiation technique?

As much as we may feel like we are imposing on others when we enter into a negotiation, being forthright about your needs up front can save you a lot of heartache and loss. Ideally, all of our solutions would be win-win, but if you’ve ever gotten the raw end of a deal, you know that this is not how all negotiations work. There are several possible outcomes for any negotiation.[4]

Win-win: co-create for the result so that both parties can benefit from it

The most desirable negotiations provide positive outcomes for all groups involved. In a win-win negotiation, parties collaborate and co-create desirable results.

For this collaborative approach to work, both parties must have the intention of creating something that works best for everyone involved. When you see a win-win outcome, it is almost always because both parties shared information openly and worked together to overcome obstacles.

When you have to negotiate for a salary at a new job, hopefully the intention is to create value for you and the business. You want to be compensated so that you can perform effectively, and they want to give you a fair amount so that you will be satisfied in your job.

Win-lose: one gains more than the other because of limited resources

A win-lose result is almost guaranteed when there are a fixed number of resources and two parties are forced to compete for them. This type of negotiation is often referred to as “zero-sum” since there are a finite amount of resources available, and one party’s gain directly translates into a loss for the other party. Persuasion and manipulation, withholding information, and threatening with force are a few of the markers of a win-lose situation.

To visualize how a win-lose result looks in the real world, think of dividing a pizza between two people. The fairest distribution would be to divide the pizza in half. If one person takes an additional slice, the other person is guaranteed to get less. The dining partners have engaged in a form of win-lose negotiation.

Lose-lose: both lose but one tries to lose less compared to the other one

When two negotiating parties are unable to reach a reasonable agreement, they may work to undermine the needs of one another. The outcomes of this type of arrangement are never good.

Unfortunately, we often see this type of interaction during divorce proceedings. Since both parties may come to the negotiations feeling hurt, the chances of one or both parties actively working to cause harm to each other are high. This is not to say that all divorces lead to lose-lose negotiations–only that emotional factors and complex personal matters could make a positive outcome more difficult.[5]

Multi-party: more than one party is involved in making a decision

Multi-party negotiations are among the most complex.[6] They typically involve several large entities with varied interests. We see these types of agreements play out throughout history and in the news today. The Geneva Conventions[7] and the Paris Climate Agreement[8] are two famous examples of multi-party negotiations.

These complex negotiations are not limited to multi-national agreements, however. When relatives negotiate to settle a contested estate after a family member has passed away, legal representation may be called in to ensure that the needs, desires, and perspectives of all parties are considered while respecting the wishes of the deceased individual.[9] When multiple parties are involved, it can be difficult to give everyone what they want, but it is still possible to have a positive outcome.

Five killer tips to have a successful negotiation

1. Establish your goals and write them down.

Think about what aspects of the deal are non-negotiable and what you could give up if you needed to compromise.[10] In the course of negotiation, you can keep yourself from getting too far off-track by referring to your original intention.

Having a clear grasp on what you hope to accomplish is a good practice for any type of negotiation, but it is critical when you are dealing with emotional issues. Remember that lose-lose outcomes are predicated on having a negative view of the opponent. When an opponent makes an unreasonable demand, pause and revisit your goals before you react.

2. Understand your opponent’s position.

You can make a more compelling argument and increase the chances of having a win-win outcome if you grasp your opponent’s position. Sometimes you’ll have to read between the lines to do this. Take time to listen to their needs and try to cooperate with them so that both of you come out ahead. The bullish, take-no-prisoners negotiation model is no longer the preferred means of striking a deal.[11] “You get more flies with honey,” as the old saying goes.

When you ask for a raise, listen to the rationale that your boss provides for countering your offer. Maybe your boss thinks you are a great employee, but bad economic conditions are affecting the company’s profit margins. Since your boss has indicated that there are finite resources available, you are entering a win-lose negotiation. You may decide that you will need to find a new job based on this information. You could also negotiate for a slightly lower raise and ask to follow up with your boss in a few months. Either way, by understanding the other person’s position, you can come up with a solution that maximizes a positive outcome, even though one of you will have to make a concession.

3. Do your research and identify the approach to use.

Regardless of the negotiating environment, understand the precedents for what you are asking and how cultural differences could influence outcomes.

In salary negotiations, this means that you’ll need to know what someone with your qualifications makes in the position in question. Most of this information can be found online through sites like Glassdoor.

Doing your research can prevent you from asking for something that might seem inappropriate or rude to a foreign entity. What cultural values can you bring into the negotiation?[12] Company culture can also influence your approach. If you know that the boss values humility, don’t start the conversation by bragging about all of your accomplishments. Research can help you set the tone for how you will interact with the other person.

4. Aim high (or low), but be reasonable.

Use research to inform the baseline of your negotiation. When you make your case, ask for more than you expect to get, so that you and your opponent have room to maneuver. If you ask for the moon, though, you can come off looking unprofessional.

Imagine you are interested in buying a house listed for $300,000. After doing some research on the market and assessing the property, you determine that it needs $20,000 in repairs before it is livable. The seller has already likely set the list price high. You can make a counter offer of $250,000 citing the repair needs and other factors from your research. The homeowner may accept the $250,000, or they may counter again. All of this is great because you are in a dialogue with one another. If both parties are honest, then this could be a win-win situation. If you asked to have the $300,000 home for $50,000, there would be no negotiation because you were unreasonable.[13]

5. Focus on the problem.

Staying on message is essential when you enter into any type of negotiation. In business, it is a good idea not to take things too personally, and in your personal life, sometimes conflict resolution requires a degree of objectivity.[14]

During a multi-party negotiation, it is easy to become so entangled in various needs that you forget why you are negotiating in the first place. For example, if you are working with two other businesses to fix the asphalt in your shared parking lot, you can enter a minefield of conflicting interests. Maybe most of the problem area is located in front of one business, but it was caused by a tree that another business owner feels is essential for aesthetic purposes. Pursue a collaborative tone in these interactions so that you can all come to a mutually beneficial agreement.

You can’t win if you don’t play.

For many of us, the idea of asking for more in a salary negotiation, a business deal, or in personal disputes can feel daunting. If you never have the courage to speak up, you’ll remain at a disadvantage. Meekness in business and in life are almost never rewarded. There are ways to assert your needs respectfully so that all parties experience some benefit. Give negotiation a try. You may surprise yourself with the results of your efforts.

Featured photo credit: Stocksnap via stocksnap.io

Reference

[1]^Forbes: Why Negotiators Still Aren’t ‘Getting To Yes’[2]^Career Geek: Understand Salary Negotiation By Understanding These Negotiation Statistics[3]^Monster: How Salary Negotiation Contributes to the Wage Gap[4]^Management Study HQ: Approaches to Negotiation[5]^Divorce Magazine.com: Emotional Issues and Negotiation Skills[6]^Simplicible: 7 Types of Negotiation and 1 Big Myth[7]^Wikipedia: Geneva Conventions[8]^United Nations Framework Convention on Climate Change: The Paris Agreement[9]^Instructables: How to Divide the Estate Happily and Fairly[10]^Ed Broddow: Keynotes and Seminars on Negotiation: Ten Tips for Negotiating in 2017[11]^Forbes: 7 Negotiation Tips for Success[12]^Negotiation Space: How well do you understand the other party?[13]^Nightingale Conant: Ask for more than you expect to get[14]^Negotiation Space: Focus on what is important

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