Chapter 35
Setting the Stage
Now it’s time to put it all together. You’ve prepared for the negotiation. You’ve assembled your team, assigned their roles, and briefed them. You’ve gathered your data, identified your priorities, and established your prenegotiation objectives. You’ve established your BATNA. You’ve done your research on the other party—both the company and the negotiators. You’ve assessed the relative bargaining power of the parties. You’ve put together your negotiation plan outlining your overall strategy and the tactics you plan to use to implement that strategy and achieve success, and you’ve rehearsed the plan. You’ve set your negotiation agenda, coordinating it with your team and the other side. You’re ready, and the time to ...
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