Top negotiators know that some of the most important work they can do takes place before they ever get to the negotiating table.

Unlike those who focus solely on the tactics at the table, they know that there are three essential parts to every successful negotiation -- tactics, deal design, and setup -- and as with a three-legged stool, if you take away one you're likely to fall on your behind.

One of the toughest things about negotiation is that it is hard to listen while you are talking. Even when the other side is talking, you tend to focus on what you are going to say next.

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