Successful negotiation is 80 percent preparation: How to get more of what you want by preparing properly

Abstract

Purpose

The purpose of the paper is to present preparation as a key to successful negotiation.

Design/methodology/approach

The paper presents the key factors in preparing for a negotiation.

Findings

Fail to prepare as a negotiator and you prepare to fail.

Practical implications

Preparation is an investment of time.Originality/valuePlanning your deal‐making can add as big a return for your company as effective business planning or effective marketing plans. Most people do not prepare properly when they negotiate, so this is an unusual perspective

Citation

Rich, C. (2011), "Successful negotiation is 80 percent preparation: How to get more of what you want by preparing properly", Strategic Direction, Vol. 27 No. 3, pp. 3-5. https://doi.org/10.1108/02580541111109543