May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Step 2: Position Development
In a specific negotiation, needs and objectives tend to remain constant, but positions change. Every negotiation involves one or more issues. Plan a settlement range for each.
Start with the desired settlement point, decide on an opening position, and then establish your walk-away point (see Figure 12.1).
Figure 12.1. Position Development
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