Appendix 1. The timetable
Set up a diagram which shows what combinations of concessions and compensations are feasible. If you become forced to give in on one point, on what other points and to what extent do you then need compensation? A suggestion as to the design of the diagram can be found on page 203. If you do not have a plan and an overview of where you can bargain, you will end up being defensive which can lead to you making concessions without demanding anything in return.
The diagram is derived from the following analysis.
Go over the feasible negotiation variables, times, prices, performances, guarantees, payment plans, hardware, software. Start by making a list of all the variables that may be applicable in future negotiations. Include ...