Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

Great Negotiators Solve Problems Not Arguments

29 May 2026 · 1 min

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Guillaume Black argues that great negotiators stop fighting over price and redesign the deal around what the other side actually needs. His AB offer framework pairs each side's price with the other's preferred terms. A vendor needing speed accepts lower pay than one willing to wait.

Chapters

Elite negotiators don't argue over numbers, they redesign the deal altogether. So negotiation isn't a battle, it's a conversation about how to solve someone's problem. If you're only negotiating on price, you're leaving creative strategies on the table. Use the AB offer system, your price, their term, their price, your term. Now it's a conversation, not an argument. Understand what the vendor actually needs. Do we need speed, certainty, flexibility on the completion? And just offer what they want. The vendors who need to complete in 3 weeks will take $20K less than someone who is happy to wait for 6 months. So stop trying to win the negotiation, start trying to make both sides feel like they won. Because we've solved everyone's problem.