2Prenegotiation Preparation

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Learning Objectives

By the end of this chapter, you should be able to:

• Assemble the data needed to clarify the issues and objectives of the negotiation, using available expertise.

• Prepare a negotiation plan.

• Select and coach a negotiating team.

Lack of preparation and overconfidence are the two greatest reasons for failure in negotiations. Inadequate preparation, in particular, rules out success at the negotiation table.

Negotiation is a combative process where mental dexterity and psychological stamina replace physical prowess. As in hostile combat, the prudent person prepares himself or herself for the contest ...

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