The first step to achieve a good deal is pre-planning., , So firstly, establishing the minimum level that would represent an agreement on both sides. , , Deciding what is the minimum acceptable level for each side is important to have that firmly in mind. , , Then secondly in the pre-planning it is essential to decide what the opening position is., , The final part of the pre-planning stage is to draw up a list of what I would call 'tradeables' or concessions., , So these are the elements of the deal which, if you offer them to the other side, may demonstrate some goodwill., , These elements of the deal may be quite small value in themselves., , In fact they may just enable that deal to just be made at the last minute., , A good negotiation is one where both sides belie that they have achieved a good deal., , In this example you have things like the share of marketing costs or the duration of the distribution contract., .
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