Key points

Research proves the outcome of your negotiation is largely decided before you even begin speaking.

You won't get a great deal if you don’t know your absolute bottom line and their best alternative.

The best negotiators see the big picture, prioritize long-term relationships, and protect their reputation.

We've all been there: a big negotiation is coming up, and you feel the pressure to be prepared; however, you are unsure exactly where to start. It's a familiar cry for help, and the good news is that there is extensive research on the topic. Using that research, we have developed a powerful framework to prepare you for any negotiation.

To help you remember, we call it the S-O-S framework, for S elf-Assessment, O ther Party Assessment, and S ituation Assessment. By p

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