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Discomfort Tolerance in Negotiation
A negotiation approach where the person willing to sit in discomfort the longest typically achieves better outcomes
How It Works
Most people want to end uncomfortable conversations quickly, so they accept suboptimal terms to make the pain stop. Staying in discomfort allows you to explore more options and push for better terms.
Components
Prepare mentally to feel uncomfortable for extended periods
Focus on finding win-win solutions rather than 'winning'
Ask detailed questions about every contract term
Don't rush to fill silence or resolve tension
Hire experts (lawyers, advisors) to support the process
When to Use
In high-stakes negotiations where both parties have something valuable to offer, especially contract negotiations or major business deals
When Not to Use
In relationships where preserving goodwill is more important than optimal terms, or when you have no leverage
Anti-Patterns to Avoid
Example
“During contract renegotiation, one party insists on changing a single word from 'mandatory' to 'optional' and sits through multiple uncomfortable meetings until the other side agrees, resulting in significant long-term benefits”