Chapter 8
Rehearsing the Negotiation Plan and Developing the Agenda
Don’t “blow off” rehearsing your negotiation plan with your team members. You’ve spent a lot of time and brain power preparing for the negotiation, and the last thing you want is for sloppy execution to turn all this into wasted time and effort. The crucial step of rehearsing your negotiation plan is habitually ignored by even experienced COs, and it can cripple a negotiation.
Think about it. Your team is probably ad hoc (consisting of people from many different functional areas of your organization who have been put together as team for this negotiation only) and they simply aren’t used to working together. Heck, you don’t even know at this point if they can work together! The ...
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