6.
Prepare and plan
In this chapter you will learn:
- How to find out as much information as possible.
- To look at your starting positions carefully.
- Techniques to consider where they are coming from.
- How to craft your options and positions in advance.
- How to sort out where you are, before you meet the other side.
The importance of preparation
‘The more I practise the luckier I get.’
GARY PLAYER
Preparation is the key that creates a successful negotiation. There is no substitute for taking some time beforehand to get all the facts and consider your options. At the same time, you should consider the negotiation from the other side: how might they play their hand?
The bad news here is that there is no shortcut to preparing for a negotiation. ...
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