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https://teaandtimbits.com/episode/negotiation-tools-because-i-thought-we-agreed-is-not-a-strategy

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14.separator[_ngcontent-ng-c1900842519]{margin-top:1.6rem;border-color:#00000014}  .subscribe-modal .subscribe-buttons ul{grid-template-columns:repeat(6,minmax(0,1fr));grid-gap:1.5rem;gap:1.5rem;display:grid!important;flex-wrap:unset!important}  .subscribe-modal.subscribe-style-buttons .subscribe-buttons ul{display:flex!important;flex-wrap:wrap!important;gap:0;grid-gap:0}</style><style ng-app-id="ng">[_nghost-ng-c4008248509]{--_ng-progress-thickness: var(--ng-progress-thickness, 2);--_ng-progress-thickness-px: calc(var(--_ng-progress-thickness) * 1px);--_ng-progress-thickness-add-one: calc(var(--_ng-progress-thickness) + 1);--_ng-progress-meteor-position-px: calc(var(--_ng-progress-thickness-add-one) * -1px);--_ng-progress-color: var(--ng-progress-color, #1B95E0);--_ng-progress-holder-color: var(--ng-progress-holder-color, transparent);--_ng-progress-ease: var(--ng-progress-ease, linear);--_ng-progress-spinner-thickness: var(--ng-progress-spinner-thickness, 2);--_ng-progress-spinner-thickness-px: calc(var(--_ng-progress-spinner-thickness) * 1px);--_ng-progress-spinner-spacing: var(--ng-progress-spinner-spacing, 15);--_ng-progress-spinner-spacing-px: calc(var(--_ng-progress-spinner-spacing) * 1px);--_ng-progress-spinner-size: var(--ng-progress-spinner-size, 18);--_ng-progress-spinner-size-px: calc(var(--_ng-progress-spinner-size) * 1px);--_ng-progress-spinner-speed: var(--ng-progress-spinner-speed, .25s);z-index:999999;pointer-events:none}.ng-progress-bar-active[_nghost-ng-c4008248509]   .ng-progress-bar-wrapper[_ngcontent-ng-c4008248509]{filter:alpha(opacity=100);opacity:1;transition:none}.ng-progress-bar-active[_nghost-ng-c4008248509]   .ng-bar[_ngcontent-ng-c4008248509]{transition:all var(--_ng-progress-speed) var(--_ng-progress-ease)}.ng-progress-bar-relative[_nghost-ng-c4008248509]   .ng-progress-bar-wrapper[_ngcontent-ng-c4008248509]{position:relative}[direction="ltr+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509], [direction=ltr-][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509]{rotate:calc(var(--_ng-progress-thickness-add-one) * 1deg)}[direction="ltr+"][_nghost-ng-c4008248509]   .ng-bar[_ngcontent-ng-c4008248509], [direction="rtl+"][_nghost-ng-c4008248509]   .ng-bar[_ngcontent-ng-c4008248509]{margin-left:-100%}[direction="ltr+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509], [direction="rtl+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509]{right:0}[direction="ltr+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509], [direction=rtl-][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509]{top:var(--_ng-progress-meteor-position-px)}[direction=ltr-][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509], [direction="rtl+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509]{bottom:var(--_ng-progress-meteor-position-px)}[direction=ltr-][_nghost-ng-c4008248509]   .ng-bar-placeholder[_ngcontent-ng-c4008248509], [direction="rtl+"][_nghost-ng-c4008248509]   .ng-bar-placeholder[_ngcontent-ng-c4008248509]{transform:rotate(180deg)}[direction=ltr-][_nghost-ng-c4008248509]   .ng-spinner-icon[_ngcontent-ng-c4008248509], [direction="rtl+"][_nghost-ng-c4008248509]   .ng-spinner-icon[_ngcontent-ng-c4008248509]{animation-direction:reverse}[direction="rtl+"][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509], [direction=rtl-][_nghost-ng-c4008248509]   .ng-meteor[_ngcontent-ng-c4008248509]{rotate:calc(var(--_ng-progress-thickness-add-one) * -1deg)}[_nghost-ng-c4008248509]   .ng-spinner[_ngcontent-ng-c4008248509]{top:var(--_ng-progress-spinner-spacing-px)}[spinnerPosition=left][_nghost-ng-c4008248509]   .ng-spinner[_ngcontent-ng-c4008248509]{left:var(--_ng-progress-spinner-spacing-px)}[spinnerPosition=right][_nghost-ng-c4008248509]   .ng-spinner[_ngcontent-ng-c4008248509]{right:var(--_ng-progress-spinner-spacing-px)}.ng-progress-bar-wrapper[_ngcontent-ng-c4008248509]{position:fixed;z-index:999999;top:0;left:0;width:100%;transform:scale(1);filter:alpha(opacity=0);opacity:0;transition:opacity var(--_ng-progress-fade-out-speed) linear}.ng-bar-placeholder[_ngcontent-ng-c4008248509]{position:absolute;height:var(--_ng-progress-thickness-px);width:100%}.ng-bar[_ngcontent-ng-c4008248509]{width:100%;height:100%;transform:translate(-100%,0,0);
14background:var(--_ng-progress-color)}.ng-meteor[_ngcontent-ng-c4008248509]{display:block;position:absolute;width:100px;height:100%;opacity:1;box-shadow:0 0 10px var(--_ng-progress-color),0 0 5px var(--_ng-progress-color)}.ng-spinner[_ngcontent-ng-c4008248509]{position:absolute;display:block;z-index:1031;top:10px}.ng-spinner-icon[_ngcontent-ng-c4008248509]{box-sizing:border-box;animation:_ngcontent-ng-c4008248509_spinner-animation var(--_ng-progress-spinner-speed) linear infinite;border-style:solid;border-color:transparent;border-radius:50%;border-top-color:var(--_ng-progress-color);border-left-color:var(--_ng-progress-color);width:var(--_ng-progress-spinner-size-px);height:var(--_ng-progress-spinner-size-px);border-width:var(--_ng-progress-spinner-thickness-px)}@keyframes _ngcontent-ng-c4008248509_spinner-animation{0%{transform:rotate(0)}to{transform:rotate(360deg)}}</style><style ng-app-id="ng">@charset "UTF-8";#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972], #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972] > button[_ngcontent-ng-c1393780972]{display:inline-block;padding-top:.94rem;padding-bottom:.94rem;padding-left:var(--nav-horizontal-margin, 1.25rem);padding-right:var(--nav-horizontal-margin, 1.25rem);text-decoration:none;font-size:var(--nav-font-size)}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a.social-icon[_ngcontent-ng-c1393780972], #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972] > button.social-icon[_ngcontent-ng-c1393780972]{padding-left:.5rem;padding-right:.5rem}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]:last-child   .nav-item[_ngcontent-ng-c1393780972]{margin-right:0;padding-right:0}#header-container[_ngcontent-ng-c1393780972]{background:var(--header-bg);padding-top:var(--header-padding);padding-bottom:var(--header-padding)}.header-float[_ngcontent-ng-c1393780972]{background:transparent;position:absolute;width:100%;z-index:99}.header-float[_ngcontent-ng-c1393780972]   #header-container[_ngcontent-ng-c1393780972]{background:transparent;padding-bottom:0}.header-sticky[_ngcontent-ng-c1393780972]{position:sticky;top:0;z-index:99999999}#nav-container[_ngcontent-ng-c1393780972]{margin-top:var(--nav-margin)}header[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{min-height:3rem}header.logo-position-right.nav-position-left[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{flex-direction:row-reverse}header.logo-position-right.nav-position-left[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #nav-container[_ngcontent-ng-c1393780972]   .mobile-menu[_ngcontent-ng-c1393780972]{left:2.4rem;right:unset}header.logo-position-right.nav-position-left[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{margin-left:auto;margin-right:0}header.logo-position-left.nav-position-left[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{display:block}header.logo-position-right.nav-position-right[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{display:block}header.logo-position-right.nav-position-right[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{margin-right:0;margin-left:auto}header.logo-position-right.nav-position-right[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #nav-container[_ngcontent-ng-c1393780972]{display:flex}header.logo-position-right.nav-position-right[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{margin-left:auto;margin-right:0}header.logo-position-right.nav-position-right[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #
14nav-container[_ngcontent-ng-c1393780972]   .mobile-menu[_ngcontent-ng-c1393780972]{left:2.4rem;right:unset}header.nav-position-center[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{display:block}header.nav-position-center[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{justify-content:center}header.nav-position-center.logo-position-right[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{margin-left:auto}header.nav-position-center.logo-position-right[_ngcontent-ng-c1393780972]   .mobile-menu[_ngcontent-ng-c1393780972]{left:2.4rem;right:unset}header.logo-position-center[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]{display:block}header.logo-position-center[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{margin:0 auto;text-align:center;margin-bottom:1.25rem}header.logo-position-center.nav-position-right[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{justify-content:flex-end}header.logo-position-center.nav-position-center[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{justify-content:center}header[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{max-width:var(--logo-width);width:var(--logo-width)}.nav-item[_ngcontent-ng-c1393780972]{color:var(--nav-color)}.nav-item[_ngcontent-ng-c1393780972]:hover, .nav-item.active[_ngcontent-ng-c1393780972]{color:var(--nav-color-hover, var(--primary-color))}.nav-item.active[_ngcontent-ng-c1393780972]{cursor:default}.nav-item[_ngcontent-ng-c1393780972]{font-weight:700;text-transform:capitalize}.nav-item[_ngcontent-ng-c1393780972]   .nav-icon[_ngcontent-ng-c1393780972]{margin-right:.3rem;font-size:calc(var(--nav-font-size) + 3px)}.nav-icons[_ngcontent-ng-c1393780972]   .nav-item[_ngcontent-ng-c1393780972]:after{opacity:0!important}#nav-container.link-decoration[_ngcontent-ng-c1393780972]   .nav-item[_ngcontent-ng-c1393780972]:after{width:0;transition-duration:.2s;transition-property:all;transition-timing-function:ease-in-out;display:block;height:2px;left:0;bottom:-.25rem;position:relative;opacity:0;background:var(--nav-color-hover, var(--primary-color));content:""}#nav-container.link-decoration[_ngcontent-ng-c1393780972]   .nav-item[_ngcontent-ng-c1393780972]:hover:after, #nav-container.link-decoration[_ngcontent-ng-c1393780972]   .nav-item.active[_ngcontent-ng-c1393780972]:after{opacity:1;width:100%}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972] > .nav-item[_ngcontent-ng-c1393780972]{display:flex;align-items:center;gap:.5rem}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972] > .nav-item[_ngcontent-ng-c1393780972]:after{font-family:faCustom;border:0;content:"\f107";font-size:12px;width:auto;position:static;background:transparent;height:auto;display:block;opacity:1;margin-top:1px}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972]:hover   ul.sub-nav[_ngcontent-ng-c1393780972]{display:block;opacity:1;animation:_ngcontent-ng-c1393780972_subnav_fadein 125ms}.sub-nav[_ngcontent-ng-c1393780972]{display:none;opacity:0;padding:20px 30px;background-color:var(--header-bg);border-top:3px solid var(--nav-color-hover, var(--primary-color));border-radius:2px;box-shadow:0 7px 7px #0000000a;position:absolute;top:100%;left:0;z-index:9999}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972]{display:inline-block;padding:.5rem 0;text-decoration:none;font-size:calc(var(--nav-font-size) - 2px);white-space:nowrap}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972]:after{display:none}@keyframes _ngcontent-ng-c1393780972_subnav_fadein{0%{opacity:0;transform:scale(.6)}to{opacity:1;transform:scale(1)}}.top-header-container[_ngcontent-ng-c1393780972]{text-align:var(--top-header-align);background-color:var(--top-header-bg);color:var(--top-header-color);padding-top:var(--top-header-padding);padding-bottom:var(--top-header-padding)}  .nav-search .search-container{position:absolute;top:4rem;right:1rem;min-width:20rem}  .nav-search .search-container input{box-shadow:0 0 4px #0003!important}  .nav-search .search-container input:focus{border-width:2px;margin-top:-1px;margin-bottom:-1px}  .nav-item.search-icon i{min-width:2.3rem}  .nav-position-left .nav-search .search-container{right:unset;left:1rem}.mobile-menu[_ngcontent-ng-c1393780972]{display:none;color:var(--nav-color)}
14@media screen and (min-width:767px){header.nav-position-left[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]:first-child   a[_ngcontent-ng-c1393780972]{padding-left:0!important}header[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   .nav-item.navigation-cta[_ngcontent-ng-c1393780972]{padding:.8rem 1.25rem!important;border-radius:var(--donation-button-border-radius);margin:.14rem 1.25rem;background-color:var(--donation-button-background-color, var(--primary-color));color:var(--donation-button-text-color, #fff)}header[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   .nav-item.navigation-cta[_ngcontent-ng-c1393780972]:hover{background-color:var(--donation-button-background-hover-color, var(--primary-hover-color));color:var(--donation-button-text-hover-color)}header[_ngcontent-ng-c1393780972]   .nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   .nav-item.navigation-cta[_ngcontent-ng-c1393780972]:after{display:none!important}}@media screen and (max-width:1024px){#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972], #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972] > button[_ngcontent-ng-c1393780972]{font-size:calc(var(--nav-font-size) + .2rem);padding:.94rem 1.25rem!important}#nav-container[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]{padding:10px 20px}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972] > .nav-item[_ngcontent-ng-c1393780972]:after{right:calc(-1.2rem + var(--nav-horizontal-margin, 1.25rem))}}@media screen and (max-width:767px){.header-float[_ngcontent-ng-c1393780972]{position:static;background:var(--header-bg)}.header-float[_ngcontent-ng-c1393780972]   #header-container[_ngcontent-ng-c1393780972]{padding-bottom:1rem}.mobile-menu[_ngcontent-ng-c1393780972]{display:block!important;justify-content:center;align-items:center;position:absolute;right:2.4rem;top:.4rem;font-size:26px;cursor:pointer;padding-top:var(--header-padding);padding-bottom:var(--header-padding)}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]{position:static;opacity:1;display:none!important;box-shadow:none;padding:0 1rem 1rem!important;border-top:0}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav.active[_ngcontent-ng-c1393780972]{display:block!important}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li.has-children[_ngcontent-ng-c1393780972]   .submenu-chevron[_ngcontent-ng-c1393780972]:before{font-family:faCustom;border:0;content:"\f078";font-size:24px;cursor:pointer;top:0;right:5px;width:auto;left:unset;position:absolute;background:transparent;height:auto;display:block;opacity:1;padding:5px 20px;transition:all .2s;color:var(--nav-color)}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li.has-children[_ngcontent-ng-c1393780972]   .active.submenu-chevron[_ngcontent-ng-c1393780972]:before{transform:rotate(-180deg)}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972]{font-size:var(--nav-font-size)}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   ul.sub-nav[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a[_ngcontent-ng-c1393780972]:before{content:" \2013  "}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972] > .nav-item[_ngcontent-ng-c1393780972]:after{display:none}#nav-container[_ngcontent-ng-c1393780972]   .has-children[_ngcontent-ng-c1393780972]:hover   ul.sub-nav[_ngcontent-ng-c1393780972]{animation:none}#header-container[_ngcontent-ng-c1393780972]{transition:all .25s ease;overflow:hidden;position:relative}
14#header-container[_ngcontent-ng-c1393780972]   #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{display:none}#header-container.active[_ngcontent-ng-c1393780972]{max-height:999rem}#header-container.active[_ngcontent-ng-c1393780972]   #nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]{display:block;padding-top:3rem;width:100%}header[_ngcontent-ng-c1393780972]   #logo-container[_ngcontent-ng-c1393780972]{max-width:50%!important}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li[_ngcontent-ng-c1393780972]   a.social-icon[_ngcontent-ng-c1393780972]{padding:.94rem 1.25rem}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li.nav-icons[_ngcontent-ng-c1393780972]{display:inline-block;padding-top:1rem}#nav-container[_ngcontent-ng-c1393780972]   ul[_ngcontent-ng-c1393780972]   li.nav-icons[_ngcontent-ng-c1393780972]   i[_ngcontent-ng-c1393780972]{font-size:1.8rem}.header-sticky[_ngcontent-ng-c1393780972]{position:static;top:unset}  .nav-search .search-container{position:absolute;top:1rem;left:4rem;min-width:20rem;display:flex}}</style><style ng-app-id="ng">[_nghost-ng-c1776407624]     .pp-video-container iframe, [_nghost-ng-c1776407624]     .custom-video-container{margin:0 auto;max-width:100%;margin-bottom:3rem;height:auto!important;width:min(100%,1024px);aspect-ratio:16/9}[_nghost-ng-c1776407624]     a.pp-timestamp{cursor:pointer;font-family:Courier New,Courier,monospace;font-weight:700}[_nghost-ng-c1776407624]     .custom-video-container .audio-player-wrapper.type-video{margin:0!important}[_nghost-ng-c1776407624]     .related-episodes .pp-episode-container{display:flex;flex-direction:column;padding:1rem 4%!important;height:100%}[_nghost-ng-c1776407624]     .related-episodes .pp-episode-container .pp-episode-image{padding-right:0!important;margin-bottom:.8rem}[_nghost-ng-c1776407624]     .related-episodes .pp-episode-container .member-only-icon{margin-top:auto}@media screen and (min-width:768px){[_nghost-ng-c1776407624]     .related-episodes .pp-episode-content .mejs__time, [_nghost-ng-c1776407624]     .related-episodes .pp-episode-content .mejs__time-rail{display:none}[_nghost-ng-c1776407624]     .related-episodes .pp-episode-content .mejs__button.mejs__jump-forward-button{margin-right:13%}}@media screen and (min-width:768px)and (max-width:1024px){[_nghost-ng-c1776407624]     .related-episodes .pp-episode-content .mejs__button.mejs__skip-back-button, [_nghost-ng-c1776407624]     .related-episodes .pp-episode-content .mejs__button.mejs__jump-forward-button{display:none}}@media screen and (max-width:767px){[_nghost-ng-c1776407624]     .related-episodes .grid{grid-template-columns:repeat(1,minmax(0,1fr))!important}}.episode-content[_ngcontent-ng-c1776407624]{width:100%}.episode-tags[_ngcontent-ng-c1776407624]{opacity:.8;font-size:80%}
14.episode-tags[_ngcontent-ng-c1776407624]   .cat-separator[_ngcontent-ng-c1776407624]:last-child{display:none}.episode-tags[_ngcontent-ng-c1776407624]   .cat-separator[_ngcontent-ng-c1776407624]{padding-right:.2rem}</style><style ng-app-id="ng">#episode-header[_ngcontent-ng-c871296020]{background:var(--episode-header-bg-color);background-size:cover}#episode-header[_ngcontent-ng-c871296020]   .container[_ngcontent-ng-c871296020]{padding-top:var(--episode-header-padding-top);padding-bottom:var(--episode-header-padding-bottom)}#episode-header[_ngcontent-ng-c871296020]   h1[_ngcontent-ng-c871296020]{color:var(--episode-header-title-color);font-size:var(--episode-header-title-size)}.episode-excerpt[_ngcontent-ng-c871296020]{color:var(--episode-header-excerpt-color, #fff);word-break:break-word}#episode-header[_ngcontent-ng-c871296020]   .subscribe-button[_ngcontent-ng-c871296020]{font-weight:700;color:var(--episode-header-subscribe-color);background:var(--episode-header-subscribe-bg);border-radius:var(--default-border-radius, 3.12rem);padding:1rem 3rem}#episode-header[_ngcontent-ng-c871296020]   .subscribe-button[_ngcontent-ng-c871296020]:hover{color:var(--episode-header-subscribe-color-hover);background:var(--episode-header-subscribe-bg-hover, var(--primary-color))}.episode-meta[_ngcontent-ng-c871296020]{color:var(--episode-header-meta-color);margin-bottom:1rem}.episode-info-container[_ngcontent-ng-c871296020]{flex:1}.single-episode-info[_ngcontent-ng-c871296020]{justify-content:space-between}.single-episode-info[_ngcontent-ng-c871296020]   .single-episode-subscribe-container[_ngcontent-ng-c871296020]{justify-content:center;flex-direction:column}[_nghost-ng-c871296020]     .episode-meta .episode-meta-component a{color:var(--episode-header-meta-color)}[_nghost-ng-c871296020]     #episode-header app-audio-player{display:flex;flex-direction:column;margin:2rem 0}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .stacked-player{max-width:100%;width:100%}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .player-image-enabled .stacked-player{flex-direction:column;flex:1;justify-content:center;max-width:100%;display:flex}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .player-image-enabled .stacked-player h3{display:none}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .player-featured-image, [_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .player-episode-title{display:none}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .mejs__button.mejs__speed-button, [_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .mejs__button.download-l
14ink, [_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .mejs__button.share-link, [_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .mejs__button.subscribe-link{position:initial}[_nghost-ng-c871296020]     .episode-header-icons .subscribe-buttons{margin-top:2rem}[_nghost-ng-c871296020]     .episode-header-icons .subscribe-buttons.style-buttons a{color:var(--episode-header-subscribe-color)!important}[_nghost-ng-c871296020]     .episode-header-icons .subscribe-buttons.style-buttons a button.subscribe-icon{background-color:var(--episode-header-subscribe-bg)!important}[_nghost-ng-c871296020]     .episode-header-icons .subscribe-buttons.style-buttons a:hover{color:var(--episode-header-subscribe-color-hover)!important}[_nghost-ng-c871296020]     .episode-header-icons .subscribe-buttons.style-buttons a:hover button.subscribe-icon{background-color:var(--episode-header-subscribe-bg-hover)!important}@media screen and (max-width:1024px){.single-episode-info[_ngcontent-ng-c871296020]{display:block}.single-episode-info[_ngcontent-ng-c871296020]   .single-episode-subscribe-container[_ngcontent-ng-c871296020]{display:block;margin-top:1.87rem}}@media screen and (max-width:767px){#episode-header[_ngcontent-ng-c871296020]   .episode-info-container[_ngcontent-ng-c871296020], #episode-header[_ngcontent-ng-c871296020]   .episode-img-container[_ngcontent-ng-c871296020]{display:block!important;padding-right:0;margin-right:auto;margin-left:auto;max-width:100%;width:100%;text-align:center}#episode-header[_ngcontent-ng-c871296020]   .episode-img-container[_ngcontent-ng-c871296020]   img[_ngcontent-ng-c871296020], #episode-header[_ngcontent-ng-c871296020]   .single-episode-subscribe-container[_ngcontent-ng-c871296020]{max-width:280px!important;margin-left:auto;margin-right:auto;margin-bottom:4rem}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper{margin-top:2rem;margin-bottom:4rem;min-height:125px}[_nghost-ng-c871296020]     #episode-header .audio-player-wrapper .stacked-player{min-height:0!important}[_nghost-ng-c871296020]     .episode-meta-component{justify-content:center}}</style><style ng-app-id="ng">.episode-meta-component[_ngcontent-ng-c1310552385]{margin-bottom:1rem;display:flex;column-gap:1.4rem;row-gap:.6rem;flex-wrap:wrap;align-items:baseline}.episode-meta-component[_ngcontent-ng-c1310552385]   span.cat-separator[_ng
14content-ng-c1310552385]{padding-right:.2rem}.episode-meta-component[_ngcontent-ng-c1310552385]   span.cat-separator[_ngcontent-ng-c1310552385]:last-child{display:none}.episode-meta-component[_ngcontent-ng-c1310552385]   span[_ngcontent-ng-c1310552385]:before{font-family:podcastpage;font-size:1.125rem;margin-right:.312rem;position:relative;top:2px}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-date[_ngcontent-ng-c1310552385]:before{content:"\e904"}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-duration[_ngcontent-ng-c1310552385]:before{content:"\e91b"}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-size[_ngcontent-ng-c1310552385]:before{content:"\e901"}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-numbers[_ngcontent-ng-c1310552385]:before{content:"\f0cb";font-family:faCustom;font-weight:400;font-size:1rem;position:relative;top:.3px;margin-right:.5rem}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-category[_ngcontent-ng-c1310552385]:before{content:"\f02c";font-family:faCustom;font-weight:400;font-size:.8rem;position:relative;top:2px}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-podcast[_ngcontent-ng-c1310552385]:before{content:"\f2ce";font-family:faCustom;font-weight:400;font-size:.8rem;position:relative;top:0}.episode-meta-component[_ngcontent-ng-c1310552385]   span.meta-member[_ngcontent-ng-c1310552385]:before{content:"\f023";font-family:faCustom;font-weight:400;font-size:.9rem;position:relative;top:.1rem;left:-.1rem}.episode-meta-component[_ngcontent-ng-c1310552385]   .episode-number[_ngcontent-ng-c1310552385], .episode-meta-component[_ngcontent-ng-c1310552385]   .season-number[_ngcontent-ng-c1310552385]{display:inline-block}</style><style ng-app-id="ng">[_nghost-ng-c2139546286]{margin-top:auto}.sticky-play-button[_ngcontent-ng-c2139546286]{color:var(--audio-player-icon-color, var(--primary-color))}.sticky-play-button[_ngcontent-ng-c2139546286]:hover{color:var(--audio-player-icon-color-hover, var(--primary-hover-color))}.sticky-play-button[_ngcontent-ng-c2139546286]   i[_ngcontent-ng-c2139546286]:before{font-family:podcastpage!important;background-image:none;font-style:normal;font-weight:400;font-variant:normal;text-transform:none;box-sizing:border-box;-webkit-font-smoothing:antialiased;-moz-osx-font-smoothing:grayscale;font-size:3.5rem;transition:color .25s ease-in-out}.play-icon-normal[_ngcontent-ng-c2139546286]   i[_ngcontent-ng-c2139546286]:before{content:"\e90f"}.play-icon-filled[_ngcontent-ng-c2139546286]   i[_ngcontent-ng-c2139546286]:before{content:"\e910"}.play-icon-outline[_ngcontent-ng-c2139546286]   i[_ngcontent-ng-c2139546286]:before{content:"\e911"}</style><style ng-app-id="ng">.participants-container[_ngcontent-ng-c301678440]{display:inline-flex;flex-wrap:wrap;row-gap:2rem;gap:2rem}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]{margin-right:0;flex-grow:1}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   img[_ngcontent-ng-c301678440]{border-radius:50%;margin-left:auto;margin-right:auto;object-fit:cover;object-position:top;aspect-ratio:1/1}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   .role[_ngcontent-ng-c301678440]{font-size:.8rem}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   .role[_ngcontent-ng-c301678440]   i[_ngcontent-ng-c301678440]{text-transform:capitalize}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   .role[_ngcontent-ng-c301678440]   i[_ngcontent-ng-c301678440]:after{content:", "}.participants-container[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   .role[_ngcontent-ng-c301678440]   i[_ngcontent-ng-c301678440]:last-child:after{display:none}.episode-participants[_ngcontent-ng-c301678440]{padding-top:3rem}.episode-participants[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]{color:var(--episode-header-meta-color);min-width:var(--episode-header-show-host-width)}.episode-participants[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   img[_ngcontent-ng-c301678440]{width:var(--episode-header-show-host-width);height:var(--episode-header-show-host-width);aspect-ratio:1/1;object-fit:cover;object-position:top}.episode-participants[_ngcontent-ng-c301678440]   .participant[_ngcontent-ng-c301678440]   a.name[_ngcontent-ng-c301678440]{color:var(--episode-header-meta-color)}.episode-participants[_ngcontent-ng-c301678440]   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16<!----><!----><!----><div _ngcontent-ng-c871296020="" class="single-episode-info flex"><app-participants-widget _ngcontent-ng-c871296020="" _nghost-ng-c301678440="" ngh="3"><!----><!----><!----></app-participants-widget><!----></div><!----><!----></div></div></div><!----><ngx-smart-modal _ngcontent-ng-c871296020="" identifier="podcastSubscriptionModal" class="subscribe-modal-container" ngh="4"><!----></ngx-smart-modal><!----><!----></app-episode-header><div _ngcontent-ng-c1776407624="" class="container mx-auto py-4 main-content-container flex"><div _ngcontent-ng-c1776407624="" class="episode-content"><!----><!----><!----><div _ngcontent-ng-c1776407624="" class="full-episode-description"><dynamic-component _ngcontent-ng-c1776407624="" renderatserverid="nano-zsrkkd" ngh="6"><p>“Just sign the contract. It’ll be fine.”Possibly one of the least reassuring sentences in business.In this week’s Tea and Timbits, we’re talking about negotiation tools — and not the kind that require another software subscription, three dashboards and a consultant to explain the dashboard.We mean the practical stuff:• A letter of intent that records what everyone thought they were agreeing to • A negotiation brief that captures objections, boundaries and desired outcomes • A commercial model that makes sure the deal can actually be delivered profitably • A proper handover document so the delivery team doesn’t have to interrogate the salesperson afterwardsBecause the contract is only part of the story.The real danger is all the promises, assumptions and “oh yes, we talked about that” details floating around outside it.We also get into a recent negotiation where changing expectations and a slightly casual attitude to contracts raised a much bigger question: is this actually a business relationship we want?Sometimes the smartest negotiation move isn’t getting the deal signed.It’s knowing when not to.🎙️ Tea and Timbits — global perspectives on business development to help you prosper.#Negotiation #BusinessDevelopment #Sales #Contracts #Leadership</p></dynamic-component></div><!----><!----><!----><!----><!----><!----><!----><!----><!----><!----></div><!----></div><span _ngcontent-ng-c1776407624="" class="jsonSchema">
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It’ll be fine.”Possibly one of the least reassuring sentences in business.In this week’s Tea and Timbits, we’re talking about negotiation tools — and not the kind that require another software subscription, three dashboards and a consultant to explain the dashboard.We mean the practical stuff:• A letter of intent that records what everyone thought they were agreeing to • A negotiation brief that captures objections, boundaries and desired outcomes • A commercial model that makes sure the deal can actually be delivered profitably • A proper handover document so the delivery team doesn’t have to interrogate the salesperson afterwardsBecause the contract is only part of the story.The real danger is all the promises, assumptions and “oh yes, we talked about that” details floating around outside it.We also get into a recent negotiation where changing expectations and a slightly casual attitude to contracts raised a much bigger question: is this actually a business relationship we want?Sometimes the smartest negotiation move isn’t getting the deal signed.It’s knowing when not to.🎙️ Tea and Timbits — global perspectives on business development to help you prosper.#Negotiation #BusinessDevelopment #Sales #Contracts #Leadership\u003C/p>","summary":"\u003Cp>“Just sign the contract. 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