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Neale's formula for negotiation (adversarial vs. problem solving) Deals vs. Good Deals, Alternatives, Reservation Price, Aspiration Four steps: Assess, Prepare, The ask, Packaging Research

Neale's formula for negotiation (adversarial vs. problem solving) Deals vs. Good Deals, Alternatives, Reservation Price, Aspiration Four steps: Assess, Prepare, The "ask," Packaging Research findings males vs. females (representing self vs. others) Interest of other parties, preparation, market value Relationship risk . Opportunity Do you consider yourself a strong negotiator? Why? What do you need to work on in your negotiation skills?

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