64 How to Become a Better Negotiator

dominant position. If you recruit an ally from the opponent’s camp,

the effect will be magnified.

................................................

This chapter has described four practical things you can do to

prepare for negotiations. The next chapter offers equally practical
tactics you can use to reach a favorable agreement. But before you
move on, take a moment to review what you’ve learned.

CHAPTER REVIEW
To discover what you have learned so far, take the following open-
book review quiz.

1. As you prepare, why is it useful to identify the interests of the other side?

2. Think for a moment about your most recently concluded negotiation. Was there
anything under your control that had little value for you but that the other side would
have valued greatly? Could you have traded off that thing for something the other
side controlled? Explain.

3. Think about whatever matter you are currently negotiating—with your boss, a family
member, a customer, or someone else. What is the best alternative available to you
if that negotiation fails?

................. 16656$ $CH7 11-30-07 14:51:46 PS PAGE 64