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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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Nine Steps to a Deal

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EVERY IMPORTANT ENDEAVOR benefits from preparation. Negotiating is no different. People who know what they want, what they are willing to settle for, and what the other side is all about stand a better chance of negotiating a favorable deal for themselves. You are more likely to be an effective negotiator if you follow these nine preparatory steps.

Step 1: Determine satisfactory outcomes

A negotiation’s success is judged by its outcome; thus, it’s best to be clear about what constitutes a good outcome for you and for the other side before the negotiation begins. Satisfactory outcomes typically address the interests—the underlying ...

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