Most negotiations are decided before the first offer is made. The side that has done the quiet work — understanding who actually holds the decision, what each party fears losing, and which deadlines are real — walks in with leverage the other side cannot see.
Start by writing down three things: what you need, what you would like, and what you can give away cheaply. Then do the same exercise from the other side of the table. The gaps between those lists are where agreements live.
Finally, separate the person from the position. A firm stance delivered with courtesy keeps the relationship intact long after the deal is signed — and in business, the next deal is usually with the same people.
This article is for general information only and is not legal advice.
← Back to Resources