Introduction
I get a lot of flak for not making homework a Critical Rule. I have two reasons for this. First, there’s nothing particularly unique about homework for negotiating. With the exception of Envelope-setting, it’s just like any other sort of homework. You do the same things that you’d do to get ready for any important meeting. Second, it’s not a deficit area for Americans. We actually do a pretty good job at homework. Our negotiating technique stinks, but we know the facts.
Any experienced negotiator will tell you that you make it or break it when you do your homework. Your investment in prenegotiation homework will usually be paid back multifold in better negotiating results. ...
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