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STTS: Win-Win Negotiation by David Goldwich

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The negotiation process

I mentioned earlier that while negotiation is usually thought of as an event, it is in fact a process. This process begins the moment you perceive a want or need and set out to satisfy it. At that point you may not even be thinking about negotiating. You may not realise you are negotiating until you are actually bargaining with someone over how much it will cost you to meet that need. By then it is too late — your counterpart knows you need him and he knows you are unprepared. You’ve lost.

Preparation

In The Art of War, the Chinese military strategist Sun Tzu wrote, “If you know the enemy and know yourself, you need not fear the result of a hundred battles.” In other words, preparation is the key to victory in battle. ...

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