3. What will it take to persuade them? Every negotiation, every situation is different. That’s because there are different people in the negotiation. Or the same people on different days. Or a different set of facts and circumstances. Or a different goal. So I need to ask these questions for every situation. The third question depends on the answers to the first two. And this is why you need the List. You choose from the List, and from the various supporting individual tools, based on goals and people. You may act differently in two negotiations on the same subject, with the same facts. That’s
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