Chapter 21. Metrics Backstop Negotiation

At one highly successful software company . . . the protocols [to be observed in preparing for and conducting negotiations] include . . . using a set of objective criteria to shape the discussion.

—Danny Ertel1

1 Danny Ertel, "Turning Negotiation into a Corporate Capability," Harvard Business Review (May-^June 1999), p. 58.

Objective criteria—there’s a fine phrase. Included within it would be the criteria that can be measured, such as the five core metrics. Without objective criteria, negotiation sessions degenerate into back-and-forth contention in which the most forceful participants tend to dominate. And force often rests more on executive rank than on knowledge of the objective criteria. Aside from ...

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