Negotiation Essentials Toolkit
To help maximize the knowledge you gained from this book, I want to provide you with resources to support your development as a negotiator. These components include:
• The Dos and Don’ts of Negotiation
• Prenegotiation Checklist
• Postnegotiation Evaluation Checklist
• SMARTnership Negotiation Quiz
THE DOS AND DON’TS OF NEGOTIATION
Dos
• Make sure to prepare before a negotiation. Use the negotiation planner and checklists as tools, and create an agenda before entering the negotiation room.
• If you work in a team, have a leader, notetaker, and calculator.
• Ask questions instead of arguing.
• Listen to what the counterpart is really saying.
• Know your starting point, threshold of pain, and target ...
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