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You're right about knowing where you stand on each item going into the negotiation. It's important to point out, however, that savvy corporate negotiators will
by daegloe 13y ago
You're right about knowing where you stand on each item going into the negotiation. It's important to point out, however, that savvy corporate negotiators will insist on stepping through one item at a time, taking a strong position on most and offering up only a token gesture or two in order to disguise their true interests, build leverage and the appearance of good faith.
- sparky_z 13y agoI don't think he means "tell the other party where your priorities lie". I think he means "don't negotiate and finalize each point one at a time" because if you do that, then you can't give on something you don't care about in order to get more of something you do care about. I remember getting that exact same insight from a previous HN thread.