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Negotiation

Successfully Navigating the Negotiation Process (Guidelines and Checklists) [Item Ref. 144]

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Price £10.00

Summary

Generally, the quality of preparation is the most consistent guide to the success or failure of a negotiator.

This detailed resource provides help in preparing and then engaging in negotiations.

The areas covered are:

Prepare
- objectives
- information
- roles

Phase one: Present/discuss/avoid arguing/signal
- define starting point
- listen
- clarify
- summarise understanding
- assess the mfp(s) of your opponent
- hint at flexibility

Phase two: Propose/map/validate
- establish the bargaining arena
- map out the variables

Phase three: Package/bargain
- focus on a win/win

Phase four: Close/agree
- seek agreement
- summarise
- gain agreement to the summary

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