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When should I change my bottom line?

If you have done a good job preparing for the negotiation, you will have calibrated your bottom line in reference to your “fighting alternatives” analysis (also known as your walk away point). This means your bottom line should not change unless you receive new information about what will likely happen if you do not come to agreement. For example, if you find out that your interests will be harmed more than you had previously anticipated if you do not come to agreement, then you should adjust your bottom line.

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