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Negotiation Madness by Peter Nelson

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Five Phases of Negotiation

1. Phase One: Preparation

(i) Homework

The need to do your homework before entering into a negotiation you are serious about cannot be stressed enough. Following on from the previous section, as an example, in Vietnam, there are different forms of address for people older, younger, or senior. People often think it is rude when straight off Vietnamese will enquire about your age when they are just trying to find out how to address you.

On homework, starting from the position of a sales person, the preparation has to be an intimate knowledge of your product and what it is competing against by other compatible or nearby offers and your competitors.

If you are the buyer, a similar situation applies. You need to know about ...

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