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Chapter from: "The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough"
Published by: Harvard Business Publishing
Published in: 2008

Abstract

Because implementation means prolonged interaction with your counterparts, early on you must formulate and enact the precedents that will ensure future success. Anticipating and creating the history you need is the focus of this chapter. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

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Abstract

Because implementation means prolonged interaction with your counterparts, early on you must formulate and enact the precedents that will ensure future success. Anticipating and creating the history you need is the focus of this chapter. This chapter is excerpted from ‘The Point of the Deal: How to Negotiate When 'Yes' Is Not Enough'.

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