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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Practical Application

Think about a current (or potential) negotiation. Ask yourself the following questions to separate wants (position) from needs (interests).

  • What do you want?

    _______________________________________________________

    _______________________________________________________

    _______________________________________________________

  • What would getting this (want) do for you?

    _______________________________________________________

    _______________________________________________________

    _______________________________________________________

  • Is this your need? If you’re not sure, ask the question again: What would getting this do for you?

    _______________________________________________________

    _______________________________________________________

    _______________________________________________________

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