26. Dealmaking

Most people negotiate to win. Few negotiate to build the next ten years. This course teaches the Dealmaking principle that Eddie wrote into the back of every one of the twenty-five: read what the other side actually needs underneath what they say, find the path that delivers both outcomes, and walk away cleanly when the energy is wrong. Drawing on four moments from Eddie's own dealmaking life, you'll learn how to treat small deals with the same standard as the big ones, how to ask cleanly and stop talking, and how to follow through in a way that brings the next deal to your door. This is negotiation with honour attached.