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

Overview each MEO before going into detail.

Don’t expect offers to be accepted right away; ask to have them ranked.

Be prepared to trade.

Be prepared to demonstrate the CNA Gap.

Use an analytical approach to respond to tactics (i.e, diagnose tactics as anchor related, trading related, or CNA related, and respond rationally based on your knowledge of the blueprint.