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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER 6

Negotiation Planning in Practice

As we covered earlier in the five phases of negotiation, the first and most critical phase is planning. You should also review and refine your plans during and in between all the other phases. There may be exceptions, of course, because in some types of negotiation there will be little chance of specific planning in advance such as in crisis negotiations triggered by threatened self-harm or the taking of hostages. Planning for these situations is much more generic and is an integral part of the rigorous training and skills needed by crisis negotiators. However, let’s consider the example of a complex commercial negotiation for which you have sufficient time to plan. Let’s assume you are not negotiating ...

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