Capital Allocators · Monday, August 31, 2026
Yale professor Daylian Cain highlighted that effective negotiation is akin to thorough investigation. He advised negotiators to dedicate significant time before a meeting to understand the other party's desires, motivations, and priorities.
“People don't learn enough about the person sitting across from them before they meet them.”
“A lot of it is elbow grease, like before I meet you, three weeks ahead of time, if you and I are negotiating, I want to know what do you want, why, in what order?”
“And so you're trying to figure out what are the right trees to bark up.”