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

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Tools for Negotiating Outcomes

NEGOTIATING OUTCOMES

Determining Your Reservation Price

Use this worksheet to examine the variables that can determine your reservation price.
1. Explore the variables that affect your reservation, or “walk-away,” position.
What is the value to you of the deal on the table?
How does this compare to the value of your BATNA?
What other values need to be considered?
If there is a dollar number involved in the negotiation, what is the lowest amount that you would consider?
What are the minimum nondollar terms that you would consider?
2. Evaluate the trade-offs between your issues and interests.
Which issues or terms do you care most about?
Are any of these issues or terms linked? (That is, does more or ...

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