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Published by:
Harvard Business Publishing (2007)
Chapter from:
"3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
20 pages
Starting preparations for a negotiation by thinking about the interested parties may seem self-evident. But there are many negotiations in which interested parties are far from obvious - and if you don't identify them correctly, the negotiation may be doomed from the start. This chapter discusses how to exercise a disciplined imagination when considering the full set of involved and influential parties who should be brought to the table.
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