January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 4
ESTABLISHING THE OBJECTIVE
‘Know what your objective is. Anything that does not contribute to that objective is unnecessary; let those things go.’
Richelle E. Goodrich
What you will discover in this chapter:
- ●What a negotiation objective is and why it’s important to have one
- ●Roadmap for defining the objective
- ●How to overcome the main challenges related to defining the objective
How to distinguish a negotiation mission statement from an objective
One of the challenges that business professionals face in their negotiations concerns the correct identification of an objective in a High-Impact negotiation. It is often mistaken with a mission statement or a goal. Even in negotiation simulations performed during training sessions, it ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.