Truth 17. Plan your concessions
Few negotiations end after one round. Rather, there is a back and forth, with parties making offers and counteroffers. This is the dance of negotiation. I advise you to plot your offers and counteroffers with the precision that a football coach would bring to the Super Bowl. In other words, to prepare for an upcoming negotiation, you should know every stat about past negotiations: how many concessions you made, the size of your average concession, how many concessions the other party made, how far apart the two opening offers were, and so on.
Why? Because people often get carried away by the momentum of the negotiation and fail to think analytically about the pattern of concessions. This leads to one or more of ...
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