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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER 9

Detailed Proposal Design (The Jellyfish)

Having worked through the RDC ten-point plan, we are now ready to go back and cover in more detail one of the most critical aspects of any negotiation: how to construct a winning proposal. During plan point 3, you analyzed your wants and needs. Figure 9-1 shows a simplified example.

9781484208519_Fig09-01.jpg

Figure 9-1. Example wants and needs

In this example, we now need to turn this into a proposal. We call this creating the jellyfish because it is multilimbed, transparent, and flexible, and if you don’t use it properly, you could get stung. The jellyfish is a way of defining our perfect world for this negotiation ...

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