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ISSUES : What are the obvious issues in this negotiation? Potential issues? Rank these issues in how important they are to you, from most important
ISSUES:
- What are the obvious issues in this negotiation? Potential issues? Rank these issues in how important they are to you, from most important to least important.
- What are your goals here?
ALTERNATIVES:
- What is your BATNA? How strong is it?
- What do you think is the other party's BATNA? How strong is it?
- Which approach will you use in this negotiation - convincing or understanding? Why?
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