Know What You Want Before You Speak
You are about to negotiate something important. Before you say a word, can you answer: what is your BEST alternative if this fails? What is the WORST outcome you'd accept?
The most powerful negotiator is the one who can walk away. This is your BATNA — Best Alternative To Negotiated Agreement. Before ANY negotiation, you must know: what happens if we don't reach a deal? The stronger your BATNA, the more power you have. Never enter a negotiation without knowing your walk-away point.
Examples
Cleopatra's Gambit
When Cleopatra negotiated with Caesar, her BATNA was forming an alliance with his rival Pompey. Caesar knew this. She didn't threaten — she made sure he was aware of her alternatives.
Practice
Think of a negotiation you're facing (salary, purchase, decision). Write down: 1) Your BATNA 2) Their likely BATNA 3) Your walk-away point 4) What would make this a 'win' for both sides?