Playbook: Difference between revisions

Playbook (view source)

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 ===Remove false floors===
-If you know you will settle at ''at least'' Z, then what are you doing starting at X? Other than a clibj of glasses in the risk team for a job well done, what have you achieved?
+If you know you will settle at ''at least'' ''Z'', then what are you doing starting at X? Other than a clink of glasses in the risk team for a job well done, what have you achieved?
+Your role is to get to the point of agreement as fast as possible. There are no prizes for time and energy expended in hand-to-hand combat at points ''X'', ''Y'' and ''Z'', if you don’t agree until Z'.
 Yes, these are marginally preferable risk control terms, but if they are ''meaningfully'' better, then ''you should not be prepared to go as far as Z''.
-Identify walk away points and stick with them.
+Identify walk away points and ''start'' with them.
+“But the client needs to feel like it has won something”
+You hear this a lot, but there is little data on it.