BUILDING YOUR NEGOTIATION PLATFORM
Before you sit across the table from a business owner, you should first sit around the table with your A-Team. Your objective is to develop your Negotiation Platform (see Figure 10-1). This written document is an essential tool to keep you focused on your strategic outcomes while you engage in the push and pull of negotiating a deal. It summarizes your objectives and the basic tactics you will employ throughout the coming process.
Figure 10-1. Building your Negotiation Platform.
The Negotiation Platform is derived from your answers to six key questions:
1. What is the “big picture”? The answer to this question ...
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