Step 3: Currencies/Options

Currencies are essential to the negotiation process (see Table 12.3). To determine which currencies you might offer, consider what you know about their needs and what currencies you might offer to meet those needs. Be sure to determine the “street value” of the currencies you offer. To predict what they might offer, consider your needs and what currencies they could offer to meet those needs. Remember the three currency types: prime, alternative, and elegant. In Chapter 4, we expanded your view on currencies and provided some guidance on how to make concessions.