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“Develop a specific alternative as a fallback if the negotiation fails. If you can’t walk away, you can’t say no. Too often, cooperative people leave themselves without choices at the bargaining table. They have no alternatives planned if negotiations fail. Coaching note: your preparation must always include plan B. Life will go on if there is no deal, so find out what your alternatives are, work on improving them, and bring a clear vision of them with you to the negotiation. Remember the lesson of Janie Rail in chapter 6. Build your own railroad if you have to. There is always an alternative.”
― G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People