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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Identifying and satisfying the underlying needs of all parties represents the essence of the negotiation process.
A win-win agreement occurs when the underlying needs of both parties are satisfied.
Wants refers to expressed desires or positions each side takes in the conflict.
Needs refers to their respective underlying interests.
If you must, compromise on your wants, but not on your needs.

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