>> One of the comments you made before is about expecting a lot of action right before the deadline. And one of the challenges is that if you wait too long and the deadline is approaching, there really may not be the time left to explore creative solutions that will expand the pie. >> Yeah. >> It may also be that you're sufficiently frustrated with the other party, that you're not really in this expansive mood to be open to new ideas. So how do you balance off this time pressure near the end versus the idea of when the person asks for help, providing it and not waiting? >> Yeah. See, this is one of the reasons why you don't do anything to really upset the other side. You don't lie, you don't show any lack of integrity, your style, which is how you negotiate. How your demeanour, your manner should always be congenial and amicable. In others words, you could get away with a low ball offer. If it's a done in an amicable fashion. For example, just as an aside, you go out and buy a house. This person lived in this home for 20 years, they raised children and are emotionally attached to the home. And you walk in and say oh, gee, you only have one bathroom here. How could you raise children under these conditions? What is this spot here in the carpeting. The spot is where the family gathered Christmas Eve and sang Silent Night, that's what that spot is. [LAUGH] And so instead of taking this hardline demeanor, what you say to them is I love your house. I look at the pictures, I hope our children could be raised to be happy like yours were. But we just got married and we just started out, this is all we have. Could you kinda help us out? And you'd be surprised, that works. And what I'm saying is when you negotiate with people, if your demean is good, if you explain to them this is the best, you don't irritate them. And then they're prone to saying, okay, maybe we can find a third way alternative that will provide for joint gain and you try to get them in that mode early, cuz that's what you want to try to do. >> Sure. >> I mean, the best kind of outcome is where both sides benefit. And by the way, it's possible, cuz people's needs are not the same, they're interests are- >> This is beets versus broccoli. >> Yeah, they're just different, people like different things. It's like, the most common analogy they use is the pie. And well, there's 12 slices of this pie. If he gets seven, that only leaves me with a five. Well, that presupposes the pie can never expand and also that I have three kids, my wife and I have three children and some of them like the crust. >> Some like the filling. >> Others like the apple. And so people are different and if you get them involved, in other words, don't talk so much. Let them talk and don't be judgmental. In other words, what you wanna say to people are things like, they say something that is repugnant and you totally disagree and it's a lot of bunk. That's your reaction. You say, I think I understand what you're saying. But based upon my own experience and it's limited somewhat, here's the way I see it. Now, I could be wrong here. What do you think? That's what you do. [LAUGH] You don't want to irritate people. In other words, you wanna make them feel good. And if you make them feel good, they look for ways of expanding things of meeting your needs and meeting their needs and you're not rushed at the very end.