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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Step 5: Planning to Execute Stages

The Negotiation Stages Model serves as a road map during the negotiation, but it can also serve you well during the planning phase (see Table 12.5). If you are negotiating as a team, this framework is essential to ensuring a smooth process. As we learned in Chapter 6, this is both a micro model to be followed in a single meeting and a macro model to orient you during an extended negotiation.

Table 12.5. Negotiation Stages Model
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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