Chapter 23
The Coupling Tactic
Coupling issues together is one of the most basic and effective tactics you can use, and you’re already set up to do it if you did a proper job preparing for the negotiation. Remember the prioritized list of negotiation issues you created during negotiation planning? You drew a line somewhere on that list. Everything above the line became a “must” point (objectives that absolutely have to be met). Every issue below the line became a “give” point (important objectives to strive for, but not absolutely necessary to seal the bargain).
Because you developed and prioritized your list in private, the other side has no idea what you have selected as your “must” and “give” points. You now can tie together, or “couple,” ...
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