“IF I had eight hours to chop down a tree, I’d spend six sharpening my axe” (A. Lincoln). Preparation is the key to a successful negotiation or any other endeavor, for that matter. In order to prepare a bulletproof negotiation blueprint, tactical preparation needs to be combined with self-preparation. We will commence with the target. When defining the target, always start with a mental visualization of the maximum that you want to achieve. Your subconscious will find ways to attain that threshold. Although the walk-away amount should also be established, striving for the minimum will get you scraps at the negotiation table and beyond. A skilled counterpart will immediately sense when the minimum target has ...
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