Chapter 7

Create and Refine Your Options

Make the most of your time together.

Once you’ve established lines of communication and begun to build (or rebuild) the relationship, start discussing the substance of your negotiation.

As you move further into the circle of value, you’ll continue to test out your hypotheses and learn new information about what the other party’s interests might be. Continuously update the Seven Elements Tool you filled out earlier. Whether you do this in your head in the midst of the negotiation or update the physical document between meetings, make sure you’re recording what you learn along the way.

Draw Out Interests

When preparing, you created a list of what you believed the other party’s interests to be. Now is the ...

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