Negotiate Like a Pro (Part 2) – Preparing to Negotiate

Welcome back to the negotiation mini-series, here on the blog and on the Twitter #PubLaw feed. Last week’s post examined the difference between Zero-Sum and Mutual Benefit negotiation, and explained why it’s better to approach publishing contract negotiations (any negotiations, really) from a mutual-benefit point of view. Today we move on to preparation for a successful negotiation. SUCCESSFUL NEGOTIATIONS REQUIRE PLANNING Preparing to negotiate a publishing contract requires more than making a list of the terms you want (or hope to change). Approaching negotiations with a solid plan increases the likelihood of a successful outcome. Here are the steps to creating that solid plan: STEP 1: Read the

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