Negotiations are smoother when both parties clearly understand why the partnership makes sense. To build that understanding, co-create a five-slide "intent deck" with the following pages: 1. The key question both parties aim to answer 2. Three steps to build trust over time 3. A Venn diagram of each partner's intent, capabilities and why the partnership makes sense 4. Collaboration principles 5. A timeline to the first win and future milestones This document serves three purposes: it rallies internal support, clarifies each partner’s value creation, and speeds up deal closure.

To ensure both parties leave negotiations satisfied, creating a win-win environment is essential. One effective approach is prioritizing open communication about goals and limitations. For instance, in negotiations with local ride-hailing partners in Vietnam, discussing our objectives upfront built trust and set realistic expectations. Key strategies include: - Transparency to align both sides on common goals. - A balanced value exchange so each party feels they gain equally. - A willingness to compromise, allowing flexibility on less critical points without sacrificing core interests. Focusing on these principles can lead to smoother negotiations and creative solutions that satisfy all involved.