ABSTRACT
When you are exploring a business relationship, understand the other person's career needs. This may explain what he wants. At the negotiating table, be aware of others’ career ambitions. These can account for emotions and decisions you experience but feel have nothing to do with the economic merits of the deal. As you sit side by side working on bringing forth value from the relationship, comprehend the other's career circumstance—what decisions he can make, how he is motivated, when he will be rewarded, and where he may go next in his career. Answers to these questions explain hard work or craziness which distracts from value.
