4Preparation

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Learning Objectives

By the end of this chapter, you should be able to:

• Explain the importance of understanding one’s own interests and those of other negotiators.

• Explain the concept of value-creating trades.

• Describe why it is important to gather relevant facts as part of preparation.

• List several aspects of the opposing negotiator’s personal style or authority that are important to know.

This chapter describes the first step of the negotiating process: preparation. Negotiators must understand the various parties involved, their interests, their best alternatives to a deal, the area of agreement, and other factors. The more ...

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