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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Practical Application

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

Table 6.2.
StagesCritical Tasks
OpeningSet the climate and agenda.

Establish the process.

State and respond to opening positions.
Notes: 
ExploringDistinguish between wants and needs.

Identify alternative currencies/options.

Match currencies to needs.
Notes: 
ClosingSummarize the agreement and contract. Communicate and implement.
Notes: 

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