“Win-win” negotiating strategy, 64
Wish List Estimations, 20–21, 67–82, 194
best practices review, 82
common mistakes to avoid, 82
consulting multiple stakeholders, 73–74, 82
creating value, 68–71
customer questions, preparing, 104–7
determining high/low ranges, 72, 75, 78
developing Multiple Equal Offers with, 131–33
items to include in deal, 72, 74, 77
other side’s, 75–78, 107–8
prioritizing items, 72, 74, 77
professional buyers and, 80–82
samples, 168–69, 176–77
using, 78–80
validating, 84–85, 91–93, 103–8, 177–78
weighing listed items, 72, 75, 77–78
your side’s, 73–75
Worksheet, 197–202