CHAPTER 21
Determine Your Goals, Value, and Walk-Away Point
The fellow who says he’ll meet you halfway usually thinks he’s standing on the dividing line.
We negotiate every day in our personal lives and at work: interpersonal disagreements, project or delivery deadlines, travel and vacation packages, discounts on damaged goods, mortgage or rent rates, salary increases, job responsibilities, and household duties. Many such negotiations are routine and don’t require much strategic thinking. Others demand serious forethought because the outcome may lock you into consequences for a long time. When the stakes matter, do your prep before any serious discussions begin.
Step 1: Identify your primary, long-term ...
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