The starting point for all negotiation is knowledge of the facts and circumstances surrounding the deal. The more you know about the product, and all the people involved in any particular negotiation, the better. One of the reasons that so many pages of the book were devoted to goal setting was so you would know what benefits you expect to get and what you would be willing to sacrifice to get them. Usually, this boils down to financial terms and timing, but it can also include the amount of work you are willing to do to make a deal.
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