The Truth About Effectively Preparing for Negotiations

Leigh Thompson

If You Have Only One Hour to Prepare

Negotiation does not just occur in used car lots, boardrooms, or lawyers’ offices. You negotiate every day: with your spouse to split up household tasks, with your colleagues regarding who will take a client’s call, with your young kids to determine the best time for bed. Any time meeting your goals requires the cooperation of others, you must negotiate. Sometimes you have significant time to prepare for a negotiation. But other times you get blindsided: You get a call from an old friend with a “hot” business opportunity. Or you receive a disturbing email from a colleague claiming resources you believe to be yours. Or your nanny or assistant ...