How to Set Limits in Easy Steps?

When you know how to set limits and have confidence in that ability, you change the entire negotiating process. But it is almost impossible to set and enforce limits unless you have an attitude of prosperity. If you do not have a firm belief about the prosperity all around you, you may have a hard time setting limits. People who believe that the world is a stingy place and see the world through an attitude of lack and limitation usually think that they have to close the deal or another one won’t come their way. The truth is that the universe is a bountiful place. No matter what your calling, there are more jobs, more opportunities, more chances to express your success than you could ever possibly take advantage of. Embrace the magnificent range of possibilities that life has to offer as you read this section because that is the mind-set of a world-class negotiator. Kenny Rogers may have said it best in his hit song “The Gambler,” which was about the high-stakes negotiation that takes place around a poker table.
Rogers croons this important truth:

You gotta know when to hold ’em,
know when to fold ’em,
know when to walk away, and
know when to run.

Notice that the word “know” appears in each line of the chorus. Being able to set limits is directly tied to knowledge, and knowledge is the result of preparation. Of course, you have to be prepared about the marketplace. You need to know the likely outcome of the deal. But you also need to spend time preparing about your own life and vision and don’t forget to find out about the person you’re negotiating with and know what he or she is seeking. The last thing you want to do is blindly enter a negotiation and end up looking like a novice because you haven’t prepared adequately. This section contains three steps that master negotiators around the world use to set limits. Notice how each of these steps includes the word “know.”