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The Power of Preparation

In: Negotiating Life

Author

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  • Jeswald W. Salacuse

Abstract

The difference between a successful and unsuccessful negotiation lies all too often in the quality of the parties’ preparation. Negotiators often fail to make an agreement or derive maximum benefit from their negotiation because one or both sides did not prepare effectively for the encounter. Probably the worst approach to a negotiation is the attitude “Let’s hear what the other side has to say and then we’ll decide how to deal with them.” That attitude is like that of a general who leads an army onto the battlefield declaring, “Let’s see what they throw at us and then we’ll decide how to get organized.” While flexibility is certainly useful in a negotiation and while your talks with the other side may reveal new information requiring you to adjust your approach, it is also important to prepare for any negotiation in a systematic and structured way. Proper preparation is a source of negotiating power because it enhances your ability to persuade the other side to agree to what you are asking for.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "The Power of Preparation," Palgrave Macmillan Books, in: Negotiating Life, chapter 10, pages 133-151, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_10
    DOI: 10.1057/9781137318749_10
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