|To determine your objectives for a negotiation, ask:
- What are you trying to accomplish in this negotiation?
- What are they trying to accomplish?
|There are two types of objectives: (1) business (substantive) and (2) personal.|
|Determining wants helps explore needs leading to objectives and positions.|
|Effective negotiators develop a settlement range that includes:
- Desired settlement point.
- Opening position.
- Walk-away point.
|Using additional currencies can close the gap in the settlement range and enhance the overall value of the deal to both parties.|