BEST PRACTICES REVIEW

• Consult multiple stakeholders in your organization to list and prioritize your own Wish List.

• Push yourself hard to generate ideas for trades beyond the main item in the negotiation.

• Look for creative trades to broaden the negotiation beyond what’s on the table now. Look for the floorboards!

• Determine the value of items the customer sees as “free” or needed just to be considered so you can trade them rather than give them away.