7. Recognize when they are ready to close Only through practice will you learn how to spot the moment when prospects are prepared to agree to terms—you’ll understand the signs after completing multiple, successful negotiations. 8. Results are based on the negotiator, not the negotiation Negotiations are not won or lost on the facts, but on the skills and dynamics of the negotiating partners. While you can improve your skills through training or by bringing in consultants to help, you can’t become an expert negotiator if you don’t have the natural aptitude. Make sure you send your best player to carry out negotiations—even if that’s not you or your cofounder. After all, a football team wouldn’t keep its best player on the bench. This can also give the negotiator the option of adding a level to refer upward to act as a final arbiter of what has been agreed. 66