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Successful Negotiating by Grant Mayberry

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3Developing Strategy and Tactics

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Learning Objectives

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

• Establish strategies for attaining your objective in negotiations.

• Change strategies as negotiations proceed and circumstance dictates.

• Devise effective tactics for pursuing your strategies.

The third phase of prenegotiation deals with the question, “How can I convince the other side that the approach that is best for me is the most favorable for everyone concerned?” Skilled negotiators tackle this matter by adding effective and appropriate strategy and tactics to their prenegotiation plans. These will be designed to help them reach an ...

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