At the Table. The Hidden Game of Negotiation

What if the outcome of every negotiation was decided long before anyone said a word? Most people believe negotiation is won by charisma, quick thinking, or sheer nerve. It isn't. In At the Table, Mateo Salvas reveals the hidden game beneath every deal, dispute, and difficult conversation - the layer of interests, fears, and real power that determines who walks away satisfied and who leaves value on the table without ever knowing it. Drawing on decades of research and real-world cases - from the Cuban Missile Crisis to a divorcing couple at the kitchen table - this book shows that the strongest predictor of success isn't personality.
It's preparation, perspective, and the discipline to look beneath the loudest demand to what people actually want. Inside, you'll discover: - Why most negotiations are won or lost before the conversation begins - and how to prepare like the professionals - How to move past positions and uncover the real interests driving the other side - The art of expanding the pie so both sides gain more than a simple compromise - How to anchor agreements in fair standards instead of raw willpower - How to define your walk-away point and negotiate from steadiness, not fear - Proven ways to defuse pressure tactics, dirty tricks, and bad-faith players Learn to see both games at once - and start deciding outcomes instead of accepting them.