Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Chapter from: "3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals"
Published by: Harvard Business Publishing
Published in: 2007

Abstract

This chapter starts with how to establish the right sequencing of the negotiation - the right order of approach to the parties, and the most productive staging of the negotiation - and moves to how to make the right basic process choices - the right 'rules of engagement' and expectations within which each party will negotiate. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

About

Abstract

This chapter starts with how to establish the right sequencing of the negotiation - the right order of approach to the parties, and the most productive staging of the negotiation - and moves to how to make the right basic process choices - the right 'rules of engagement' and expectations within which each party will negotiate. This chapter is excerpted from ‘3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals'.

Related