Chapter 9

Continuously Adapt Your Approach

Be prepared to change course.

One of the things many negotiators find frustrating is the fact that you can’t control what the other party does. All of the preparation you’ve done will help you shape and direct the process, and the circle of value approach will optimize your chances of working together toward a joint solution, but the reality is that you don’t know what your counterpart will say, do, propose, or reject—or in what order. It’s therefore important to be flexible when you’re in the room.

Here are several ways to stay nimble and adjust your approach when necessary.


When you’re between negotiation sessions and not sure in what direction to go, or you want to feel more confident implementing ...

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