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You’ve prepared your bottom line. You’ve thought about theirs. Now you are in the throes. What should you reveal? What should you conceal? Should you open first? How can you craft a win–win deal without risking giving up too much?
Truth 14: Set optimistic but realistic aspirations
Truth 15: The power of making the first offer
Truth 16: What if the other party makes the first offer?
Truth 17: Plan your concessions
Truth 18: Be aware of the “even-split” ploy
Truth 19: Reveal your interests
Truth 20: Negotiate issues simultaneously, not sequentially
Truth 21: Logrolling (I scratch your back, you scratch mine)
Truth 22: Make multiple offers of equivalent value simultaneously
Truth 23: Postsettlement settlements ...