May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Step 5: Planning to Execute Stages
| Stages | Critical Tasks |
|---|---|
| Opening | Set the climate and agenda. |
| Establish the process. | |
| State and respond to opening positions. | |
| Notes: | |
| Exploring | Distinguish between wants and needs. |
| Identify alternative currencies/options. | |
| Match currencies to needs. | |
| Notes: | |
| Closing | Summarize the agreement and contract. |
| Communicate and implement. | |
| Notes: |
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