Most people look for a magic bullet when it comes to negotiation, and, well, there is one. Are you ready? Okay, here it is: Prepare. After years of offering this advice, sending people off, and expecting magic to occur that never did, I finally realized the problem: Rehearsing does not equal preparation.
There are two styles of preparation, and only one of them works. Let’s call the two styles Pattern X and Pattern Y.
These activities seem to be useful but aren’t:
Rehearsing your demands
Pumping yourself up
Making a personal pledge to yourself or your partner to act tough