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 11
OPENING THE NEGOTIATION
‘Start out with an ideal and end up with a deal.’
Karl Albrecht
What you will discover in this chapter:
- ●Things to take into account when opening a negotiation
- ●What the anchoring effect is and how to manage it
- ●How to design a successful agenda
Opening a negotiation
Even experienced negotiators can feel stressed and uneasy about beginning a new negotiation. When we prepare for a negotiation, we usually have the luxury of being in a controlled environment, in a place and at a time of our choice. The opening phase is far less predictable and safe, because it is the moment when two parties come together. It is no longer as easy to predict how the dynamic will unfold. This causes stress levels to rise. The impact ...
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