Preparation is the backbone of successful negotiation. In Getting to Yes, Fisher and Ury emphasize that understanding your interests, the other party’s needs, and potential solutions beforehand can make or break a deal.

Key preparation steps:

1. Clarify Your Goals: What do you really want?
2. Research the Other Party: What are their priorities and constraints?
3. Plan Your BATNA: Know your alternatives if the negotiation fails.

The more prepared you are, the more confident and flexible you’ll be during the negotiation.

Reference: Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.