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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Step 1: Determine Wants and Needs

Table B.1. Wants and Needs
Your SideOther Side
What do you want?What do they want?
What would getting this (want) do for you?What would getting this (want) do for them?
Is this my need? If you’re not sure, ask the question again. What would getting this do for you?Is this their need? If you’re not sure, ask the question again. What would getting this do for them?

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