By the end of this chapter, you should be able to:
• Assemble the data needed to clarify the issues and objectives of the negotiation, using available expertise.
• Prepare a negotiation plan.
• Select and coach a negotiating team.
Lack of preparation and overconfidence are the two greatest reasons for failure in negotiations. Inadequate preparation, in particular, rules out success at the negotiation table.
Negotiation is a combative process where mental dexterity and psychological stamina replace physical prowess. As in hostile combat, the prudent person prepares himself or herself for the contest ...