1. Anything can be negotiated.
2. Value is determined by the degree something is wanted.
3. Preparation, planning and foresight are the keywords to success.
4. Let them call the deal anything they want as long as they don’t change the economics.
5. When/if an impasse is reached in negotiations, clarify the purpose and simplify the form.
6. Give away elements you don’t care about.
7. Never bend on the important ones.
8. Be ready to take advantage of the shift in your direction or to skillfully defend your territory when necessary.
9. Remain in sufficient communication to keep the deal alive when things change.
10. Things will change.
daniel w. jacobs
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