Negotiation is one of the most essential business skills, yet it’s often misunderstood. It’s not just about getting the best deal—it’s about building relationships, finding win-win outcomes, and staying strategic under pressure. The best way to learn? Study real-life negotiations.

Case studies give you a behind-the-scenes look at how business leaders handle complex deals. One famous example is the Disney–Pixar acquisition, where Steve Jobs and Bob Iger navigated egos, value differences, and future visions to create a legendary partnership. Studying the give-and-take of that negotiation teaches patience, compromise, and long-term thinking.

Another powerful case: salary negotiations in startups. Founders often negotiate equity, flexibility, or future growth instead of high salaries. Learning how different founders handle these conversations can prepare you for tricky compensation talks.

To truly master negotiation:

• Analyze who had leverage, and why.
• Note the emotional intelligence displayed (or the lack of it).
• Identify the BATNA (Best Alternative to a Negotiated Agreement) for each party.
• Consider the power of silence, timing, and tone.

To practice, role-play the cases. Put yourself in the negotiator’s shoes. What would you do differently? What risks would you take?

Negotiation isn’t just about words—it’s about mindset, empathy, and preparation. And there’s no better teacher than experience—even if it’s someone else’s.