Chapter 6. BE PREPARED

Whether your negotiation challenge involves taming bears or the more enjoyable task of collaborating to look for maximum value, the cornerstone of success is preparation. To approach negotiation as a spontaneous transaction, like haggling over an item that catches your eye in a yard sale, may win you a prize now and then, but far more often will net you poor results and the remorse that inevitably follows.

I have heard countless tales of woe from people who went into a negotiation blindly, imagining that all they needed was quick wits. "I figured that if I could get the other guy to reveal what he wanted, then I could knock him down from there," explained one humiliated company rep who had been sent for negotiation coaching. ...

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