The Sweet Art of Negotiation

Paul Wineman’s story is incredible:

• Born in Hollywood
• Moved to Iran at about two
• Speaks two Middle Eastern languages fluently
• Back to the US for college
• Green Beret in Iran
• Taken hostage … Got out
• Left the US Army
• Lived in Lebanon for eight years
• Hired by everyone to negotiate for them in the Middle East
• Eventually moved to Marina del Rey

I got to experience a “meet the author” with this one. Wow!

We listened with rapt attention as he described two mentalities:

1. United States (3% of the World): This is our price. Take it or leave it.
2. 97% of the World: Everything is Negotiable

The first time he saw a price tag was at 18 years old – when he moved back to the States.

I met the author and then read his book.

Biggest take-away on the idea of US mentality is: Yes. or No.

Everyone else: Yes, or No,

For example:

• Yes, I will take X if you will Y
• No, but I will take X if you will Y

The Sweet Art of Negotiation

http://www.negotiationtraining.net/