80. The Law of Anticipation
Eighty percent or more of your success in any negotiation will be determined by how well you prepare in advance.
Action without planning is the cause of every failure. Negotiating without preparation is the cause of just about every poor deal that you ever get. The very best negotiators are those who take the time to prepare the most thoroughly and to think through the situation completely before negotiation begins.
The first corollary of this law is Facts are everything.
The devil is in the details. The details are what trip you up every single time. Be sure to get the facts before you begin negotiating, especially if the subject is large or complicated or both. Don’t be satisfied with the apparent facts or the ...
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