Chapter 1 of 10All chapters
Chapter 1 of 10
Preparation
Most of the outcome is decided here.
Know your alternative
Your best alternative to a negotiated agreement sets your real walk-away point. Improving it before talking changes the outcome more than anything said at the table.
- A second offer in hand is worth more than any technique.
- Estimate their alternative too: it explains what they can accept.
Define your range
Decide your target and your reservation point in advance, in writing. Deciding in the room, under pressure, is how people agree to things they regret.