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April 4, 2011

6. Highest Goal/ Walk Away Position

Prepare

Jeff Cochran

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You will never achieve a lofty goal unless you aim for it. Where would you like to come out? What would be ideal/ if you don’t reach it, you will surely never get it. At the very same time, know where your bottom line is. How much will you give up to make the deal? If you don’t face this hard question in advance, you may find yourself repeatedly lowering your expectations as the deal progresses. Be willing to walk at a certain point but decide where that point is before you start negotiating and write it down on the Planner.

Case and point: Jerry McGuire.  If you’ve ever seen the movie, you know that the character of Jerry McGuire sets very high goals in the opening scene. Watch it Here to see what we mean.

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