the deadline? Who is going to do what? Without these things, people shuffle off and many of the options are forgotten. The more you put yourself, psychologically and strategically, in the negotiation before it begins, the better off you will be during the negotiation, and afterward. In fact, that is what this entire Model is about: learning as much as possible about the negotiation before you get there. I will address conducting the negotiation itself in Chapter 16.
