September 2011
Intermediate to advanced
206 pages
4h 50m
English
Content preview from The Five Golden Rules of Negotiation
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A Tool for the Implementation of Golden Rules 3 and 4: The Concessions Matrix
You need to specify the following:
- Based on the business objectives matrix (cf. Golden Rule No. 1), the list of concessions anticipated during the negotiations and the main concessions demanded by the other party but nonnegotiable from your perspective; and
- The list of potential compensation, at the bottom of the table, highlighting your wish list of things you want in return but that you know are nonnegotiable from your customer’s perspective.
You should use the matrix before negotiations in order to clarify areas of potential agreement but also during negotiations ...
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