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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Case Analysis

This case represents a real-life situation. The intention here is to demonstrate how to use the Planning Guide. For ease of reading and analysis, we use Seller (Voice Response, Inc.) and Buyer (Rough-Rider Outfitters). In a typical negotiation, you would have more information for your side and less confirmed information about the other side. However, in this case, you have the background information and the specific information for each company. After each step, we review what we know. (Keep in mind that this is merely the first part of the Planning Guide. Both parts are contained in Chapter 12 and Appendix B.)

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