From the course: Negotiating with Agility
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Importance of preparation
- Here's an ironclad rule in negotiation. Never be the least prepared person at the table. And here's a friendly challenge. What are you willing to do to avoid that fate? When I say preparation, I'm not talking about reading the fine print in contract proposals or researching the market you happen to be in. Both are important, but they're not nearly enough. To be truly prepared, you need to articulate your priorities, identify potential obstacles, and chart alternative paths to reach your goals. That may sound obvious, but few people do it well. I've included a negotiation preparation form in the exercise files to help you get started. I've kept it to a single page to make it easy to use. Feel free, of course, to add your own questions and reminders for the particular work that you do. A word of caution. The tool will prompt you to make preliminary choices about your interests and possible outcomes. Many people resist doing this, claiming that they want to keep an open mind. That's a…
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