Focus On What You Must Achieve

Remember that every negotiation takes time and only those with focus will secure what they need to get.

One of the reasons why negotiations fail is that the person does not spend sufficient time beforehand becoming clear in their mind what it is they have to get from the process. Yes, there are many things one would like to get, but these should never be confused with what one has to get.

The second reason many negotiations fail is because no serious effort is invested in understanding what the other party has to get from the process.

Very successful negotiators find out what the other party has to get and complete the deal on a 'win-win' basis where both sides feel they got what they needed in the end.

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