5Pay Attention to the Preliminaries

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Learning Objectives

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

• Explain how to bring a reluctant party into negotiations.

• Create a physical setting appropriate to the negotiation.

• Negotiate practical issues dictated by cultural differences.

• Describe techniques to learn more about the other side as you begin negotiating.

• Strategize where to begin in your negotiations.

The previous chapter explained what you must do to prepare for a negotiation. Even when those tasks are done, a number of things must be addressed to get things off to a good start. In some cases, you must get the other party to ...

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