From Beginning to End: A Model Negotiation
I’m going to walk you through a complete negotiation from start to finish, showing you where each of the 21 Rules fits as we go.
Start by doing your homework (Rule 8). By far your most important homework task is the establishing of an Envelope—an opening, target, and bottom line—for each issue. Don’t even think about negotiating without Envelopes. Get your authority limits squared away, and arrange to keep your higher-ups in the background (Rule 17). If you must have a team, this is the time to select and coach it (Rule 20). Keep the team small and lay down good communication rules (a single spokesperson, everybody permitted to call a caucus whenever they want, and frequent ...
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