82. The Law of Reversal
Putting yourself in the situation of the other person enables you to prepare and negotiate more effectively.
Before any negotiation that involves a good deal of money or a large number of details, use the “lawyer’s method” of reverse preparation. This is a great technique that dramatically sharpens your negotiating skills.
In law school, student lawyers are often given a case to either prosecute or defend as an exercise. They are then taught to prepare the other lawyer’s case before they begin preparing their own. They sit down and examine all the information and evidence, and they imagine that they are on the other side. They prepare that side thoroughly with the full intention of winning. Only when they feel that they ...
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