Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation

Consult multiple stakeholders in your organization to list and prioritize your own Wish List.

Push yourself hard to generate ideas for trades beyond the main item in the negotiation.

Look for creative trades to broaden the negotiation beyond what’s on the table now. Look for the floorboards!

Determine the value of items the customer sees as “free” or needed just to be considered so you can trade them rather than give them away.