The article explains why effective negotiation begins with careful preparation, outlining practical strategies that can help people enter conversations with clear goals, stronger alternatives, and a better understanding of the other party.

Key Takeaways:

• Successful negotiations are shaped by the preparation that happens before either side begins discussing terms.
• Defining your goals, understanding your alternatives, and anticipating your counterpart's interests can improve negotiation outcomes.
• A thoughtful preparation process helps negotiators make more confident decisions and adapt as conversations evolve.

"When one party has more formal power, like in a salary negotiation, people often focus on that power imbalance," said Professor Mislin. 

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