A conversational, anecdotal presentation of the author’s Wharton course on negotiation. The primary framework is 1) what are my goals? 2) who are they? and 3) what will persuade them? The author elucidates 12 tactics for executing a 4-step model (page 160), the most important being focusing on the counterpart’s vision and problems, using their standards, finding the ‘real issue’, trading items of unequal value, and taking incremental steps. Like many such frameworks, it seems most effective if frequently put to use.