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Book chapter
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Reference no. 5689BC
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 26 pages

Abstract

For a negotiator, preparation means understanding one's own position and interests, the position and interests of the other party or parties, the issues at stake, and alternative solutions. It means learning as much as possible about these as well as about the people with whom you'll be dealing. This chapter helps you prepare, using nine steps and numerous examples. This chapter is excerpted from ‘Negotiation'.

About

Abstract

For a negotiator, preparation means understanding one's own position and interests, the position and interests of the other party or parties, the issues at stake, and alternative solutions. It means learning as much as possible about these as well as about the people with whom you'll be dealing. This chapter helps you prepare, using nine steps and numerous examples. This chapter is excerpted from ‘Negotiation'.

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