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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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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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