Negotiation is like chess in that each
move should be designed to set up not
only your next move, but several
moves down the line. Generally, your
moves should get progressively
smaller, and you can expect the same
from the other business.
Always have the endgame in mind as
you plot your strategy, and be
prepared at some point to split the
remaining difference. It's almost inevitable when the parties are close but can't seem to
make that last leap to a single number. That's why all the offers leading up to that point
are so important: they will set the stage for the final handshake.7