1. Anything can be negotiated.
2. Value is determined by how much something is wanted.
3. Preparation, planning and foresight are the keywords to success in all negotiations.
4. They can call the deal anything they want, as long as they don’t change the economics.
5. If an impasse is reached in negotiations, go back to the original purpose; simplify and clarify it.
6. Give away elements you don’t want; never bend on the important ones.
7. The process is interesting but not as important as the results.
8. Insecurity creates complexity; and complexity creates insecurity.
9. Be alert for any shift of momentum in your direction and use it to your advantage.
10. Keep keep the deal alive with good communication when things change — and things always change.
daniel w.jacobs
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