From the course: Negotiating with Agility
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Aim high during negotiation
- Negotiators with high aspirations tend to get better deals. That's the good news. The bad news is that they're also more likely to walk away empty-handed. So what's going on here? Well, if there's a lot of room for agreement, ambitious negotiators will get the lion's share. Where there's let's wiggle room, though, they risk demanding too much. Smart preparation can help you avoid that trap while still aiming high. Start by setting a stretch goal. Call this intentional wishful thinking. You don't want to settle too cheaply, so visualize an outstanding result, the best you could hope for. Make it a long shot with only a 10% chance of materializing. Now, expand your thinking. Imagine two alternative deals, both also excellent though equally unlikely. Just tweak the terms of the original package you thought of. Balance them by giving yourself more on some items and less on others. These three hypothetical outcomes constitute the top rung on a ladder of ascending value. You often won't…
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