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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PREPARATION MATRIX4
The preparation matrix is a legacy for your upcoming negotiations. It is a user-friendly framework which covers all the steps, phases and elements of the negotiation process, along with a break-down indication of what to pay attention to before, during and after the negotiation. The matrix serves as a tool for preparation, evaluating and monitoring progress. The time you invest in filling it in will help you reap benefits during the negotiation by helping you stay on track of what you set out to achieve.
- 1Three-level preparation:
- (a)you (self-management)
- (b)strategic
- (c)relational
- 2Defining the mission statement – How will we win?
- 3Setting the goal – implementation of a concrete plan to fulfil the mission
- 4Establishing ...
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