“Standard negotiation theory stresses the need to brainstorm value-creating tradeoffs. The study of improvisation adds another step: to create value, don’t just think outside the box; remain attentive to the mood, posture, and unspoken signals your counterpart offers. Improvise questions aimed at maximizing value and opportunities for both of you, then listen carefully to how the other side responds. Winning in this situation means listening for entirely new opportunities. Practice being more fully attentive. At every moment in a negotiation, your counterpart is sending unspoken messages. If your substantive preparation is sufficient and your general confidence level high enough, you can devote more of your attention to picking up these important signals.”
