At this point in my career, I have the ability to show the other side that I do business based on providing lifetime value. In my experience, whether you’re negotiating with a new client or with someone you’ve known for years, being direct and honest has been the right way to go. They are qualities I respect in my employees and partners because it means we can get to a mutually beneficial agreement as fast as possible. Sometimes, it can even mean leaving money on the table. But, I’m okay with that because it’s all about the long game for me. Negotiation is all about speed, movement, trust, and building relationships. Negotiating is finding a way everyone can get on the same page.