Principled Negotiation = Interest-Based Negotiation = Win-Win Negotiation

Calibrated Questions

“Speak to their heart first, not their mind. If you can develop an emotional connection with someone and understand their feelings, you are already a step ahead of the person who is going to bombard them with logic. There is a time for the logic, but first, get into the heart so the brain is ready to hear your arguments.” — Arnold Schwarzenegger

An opinion should be the result of thought, not a substitute for it.

Opinions are earned—not owed. Everyone has to agree with you LATER. ¹