From the course: Negotiating with Agility
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Craft your plan B
- American General and later President Dwight Eisenhower famously said, "Plans are worthless." I'll repeat that, plans are worthless. That sounds strange coming from the leader of the Normandy invasion in World War II, but in his next breath, Eisenhower added, "Planning is everything." That's not a contradiction, but what did the mean? It comes down to doing the right kind of planning and that's as true for negotiation. Rigid plans fall apart in uncertain, fast-changing environments. Robust strategies, on the other hand, anticipate contingencies and reveal multiple paths to agreement. I've included the nine strategic principles exercise for you to download in the exercise files. Make sure you incorporate its key concepts. Right now, I'll highlight three foundational principles. Point one, know where you're going. When you prepare, you should weigh your trade-offs, create a baseline of acceptable outcomes, and set your stretch goals. Those rough boundaries define the ZOPA, Z-O-P-A, the…
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