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I want to talk to you today about negotiating.

You know, life in many ways is a negotiation. Wherever we are, whatever we’re doing, you’re going to be negotiating. You’re going to constantly be communicating with people. You’re going to be trying to get things done.

And you know, I’ve had small negotiations and then I’ve had huge negotiations in my life—when we were trying to get an IPO done in the 2000s, culminating in 2010 with a very successful initial public offering.

Negotiation is an art form.

It’s part science, but it’s very much art. And what it is, is connecting with people. One of the things you’ve got to do, is you’ve got to understand the people who are on the opposite side of the table from you. Understand how they are as a person, and understand what their goals, wants and desires are.

Related: SUCCESS: 8 Tips to Master the Beginning, Middle and End of a Conversation

Successful negotiation has to be a win-win. For things to work out in the long run, you’ve got to solve some of their problems while you’re solving your problems.

So my biggest advice is to be honest. Communicate. Don’t hide your emotions and feelings. Now, that doesn’t mean to be a jerk. It means that people on the other side of the table need to understand what is important for you.

Understand when you have leverage. Understand when you don’t have leverage. And connect with people.

I believe that likeability, your ability to communicate and connect will determine whether you ultimately have a successful negotiation.

Related: The Power of Likeability

See you at the top, because the bottom sure is crowded!