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Nature of Negotiation
Ways Negotiations Take Place
Verbal Negotiation Skills
Five Phases of Negotiation
(ii) What do you want?
(iii) What do you think they want?
(iv) What is their history?
(v) What is the history between two sides?
(vi) What do you want as an outcome?
(vii) What are the negotiable issues?
(viii) Is there a hook?
(ix) What are issues in order of importance?
(x) What are possible “throw-aways”?
(xi) Are there supplementary offers?
(xii) Redefine “bottom line” ...