Set your bottom line (that is, the point beyond which you will not go) before you ever start negotiating. In fact, set a bottom line as soon as you have the data to do so. But don’t be afraid to take a second look at the limits you set. When you have set your limits, write them down. Writing them down doesn’t mean that they won’t change, but having a written record does mean that you can’t fudge later and pretend that you aren’t adjusting limits. During the heat of the negotiation, you don’t need to panic when your limits are tested because you have them written down in front of you. Slowly changing limits during a negotiation without mindful consideration is a very common mistake. If you are conscious of what you’re doing and keenly aware of the reasons, changing limits can be a positive and appropriate course of action. However, if you don’t write down your limits — your “or else” — you risk adjusting them by inches when a foot is needed. Slipping and sliding creates confusion in your mind and in the minds of those with whom you are negotiating.
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