To craft the right deal, you must be in balance. Your own desire, greed, and opportunism must be checked. You must approach the deal with a positive and neutral stance. This way, your own desires will not be used against you. This balanced stance gives you power and leverage even when the situation may not give you this power and leverage. The great negotiator and deal maker understands this. If you are out of balance, this will be used against you.

The best deals and the ones you want to entertain are balanced and have benefit and respect for both sides. This foundation leads to partnership and trust. A deal that is over-weighted to one side may deliver short-term gains, but this imbalance will lead to problems down the road. No contract or legal document can protect you from these problems. It is the internal commitment of the individuals behind the deal that will decide whether this is a prosperous relationship or a detrimental one.