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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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How to get a bigger slice of the cake

In our studies we found great variations in the behaviour at the negotiation table, but there is a significant behaviour which recurs among many of the negotiators.

It is not lack of time which makes the negotiation fail. What causes the failure is the negotiation methods — a fact which many have difficulty accepting.

Key factors in successful negotiation

The following factors are common among the majority of those who do better than average in negotiations.

  • They have analyzed the negotiation and the negotiation variables. They have prioritized important and less important variables.

  • They have made a decision and put a price on the soft — and often immeasurable variables.

  • They often outline the negotiation ...

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