It’s best to outline each step. An oft-quoted maxim in Hollywood is: “If you can’t write your idea on the back of my business card, you don’t have a clear idea of what you want to say.” Let’s go through the Getting More Model, step-by-step. Steps 1 and 2 comprise about half of what is important: figuring out your goal(s) and figuring out the real problem in meeting your goal(s). The goal is what you want at the end of the negotiation that you don’t have now. The problem is what is preventing you from getting to your goal.
