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Summary of Negotiation Who are the participants in the negotiation? What is the situation? What is the reason for the negotiation? Issues What are the
Summary of Negotiation
- Who are the participants in the negotiation?
- What is the situation?
- What is the reason for the negotiation?
Issues
- What are the issues for you in this situation?
- What might the issues be for the other party(s)?
Strategy
- What is your BATNA(s) and why?
- What is your Target Point and why?
- What is your Reservation Point and why?
Problems and Planning
- What potential problems and roadblocks can you envision?
- What are your plans to deal with any roadblocks?
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Essentials of Management
Authors: Andrew J. DuBrin
9th Edition
538478233, 2900538478235, 978-0538478236
