"**There is a danger that thorough preparation brings the negotiator to a point where only one solution can be seen, and thereafter all the planning goes into how the other party can be persuaded to agree to it**. From the very start of their preparation, negotiators should maintain the flexibility of the knight’s move and carry this attitude through into the negotiation itself." ([Location 3419](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=3419)) --- **Tags** -- [[quotes]], [[negotiations]], [[crucial-conversations]], [[preparation]], [[commitment-bias]] **Source** -- [[202410111110 - B - Effective Negotiation]]