Chapter 8. ROUTES — HOW TO GET THERE

Once you understand the various goals you and your negotiation counterparts are aiming for, the next step in your planning process is to think of possible Routes that will get you there. Routes are sets of terms or trade-offs that will achieve as many of your objectives as possible while also satisfying the other party.

This stage of the negotiation process requires the most creativity and flexibility. It's easy to come up with a shopping list of things you'd love to have. But relationship-based negotiation requires that you also recognize the needs, desires, and aspirations of the other party as well. It's through thinking of various mutually rewarding routes that you steer the negotiation away from head-butting ...

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