Practical Application
Table 6.2 would be useful for taking notes while planning for or executing the stages in a negotiation.
| 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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