Top Highlights

• If you wait to hear what the other side has to say before making your Wish-Want-Walk plan, you lose in three ways: You let the other side set the tone and define the playing field of the negotiation. You lose the ability to respond quickly, because you have a lot to think about. You lose the freedom to plan your future without being hampered by wha...
• The Wish-Want-Walk method has been used in such a wide variety of negotiations that we know it works, every time.
• Wish, Want, Walk also acts as a highly accurate predictor of the outcome of a negotiation.
• This method also gives you a handy tool to evaluate a negotiation objectively after it is over.
• Many people rank a negotiation by how they feel emotionally when it is finished. If you were yelled at, the negotiation is a bitter memory no matter what the results. If you felt good about the other person after the negotiation, you also probably felt good about the result of the negotiation no matter how much you left on the table. Other people w...