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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

The model provides an easy-to-follow road map for a negotiation.
Opening stage:

- Set the climate and agenda.

- Establish the process.

- State and respond to opening positions.

Exploring stage:

- Distinguish between wants and needs.

- Identify alternative currencies or options.

- Match currencies to needs.

Closing stage:

- Summarize the agreement and contract.

- Communicate and implement.

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