Matt Smith, Founder of Cascadia Healthcare, continues his discussion on how we can participate in effective negotiations.  

In this second part of an ongoing series, Matt teaches us the second principle of effective negotiations:  Interpret demands as opportunities.  Don't take the demands at face value.  The other person's demands can lead us to a better understanding of their needs.  Seeking to understand the other person's needs will create greater value for both parties in the deal. 

Matt provides excellent stories that help illustrate his teaching points.  We can all walk away from this episode better prepared and more confident in facing future negotiations. 

Don't miss this second episode in our series!