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The physically stronger, more energetic side gets the best of the deal.

Within the context of a negotiation, money is a surprisingly slippery commodity. Any given sum means different things to different people.

Just as with time-and-energy, you want money to work for you and against your adversary.

If you are constrained by money and your adversary is not, watch out.

The professional negotiator emerges in an ongoing assessment of the money budget at all times.

If you don’t have enough cash reserves for the long haul, your negotiation is, for all intents and purposes, over with before it even gets going. So don’t even get going. Seek your deals elsewhere.

…the value of money means to a negotiation: everything. In the bitter end, money is the toughest business decision.

If you know the price and manage your time and energy and money and stay within budget and serve your mission and purpose, you’re okay regardless of what the boss does.

Know your budget. Control your behavior. Know their budget. Build their budget. These rules apply for time-and-energy, for money, for emotions. When you master them, you really can’t fail.

…the decision-making process within your adversary’s organization must be discovered and understood at the very beginning of the negotiation, or as soon thereafter as possible.