When we buy a car, we don’t negotiate with the dealership. We negotiate with the salesman and/or the sales manager.

Similarly, whenever we negotiate with an organization or some other group of people, we don’t negotiate with the abstract group as a whole. We negotiate with an individual, or sometimes a subset of individuals.

Theoretically, each of these individuals has the greater group’s best interest front and center. But that’s not the case.

There’s a reason why bribery and other forms of shady business practices need to be so closely regulated. People tend to act in their own best interest, even if that means prioritizing personal benefit of the interests of their organization.

This is a critical distinction.

Sure we have to think about the big picture and how the deal we’re offering affects the organization we’re negotiating with.

But we can’t forget the motivation of the person, or people, we’re directly working with.

When done properly, there’s nothing shady or immoral about this.

Sometimes something as simple as being good to work with is enough to tip the scale.

-Brandon