The Negotiation Book by Gates Steve;
Author:Gates, Steve; [Gates, Steve]
Language: eng
Format: epub
Publisher: John Wiley & Sons, Incorporated
Published: 2022-11-11T00:00:00+00:00
In practice
The time to start getting into their head is during your preparation;
Focus your attention on each variable you are likely to discuss and be precise about the information you need or questions you plan to ask;
Keep a record to simplify future planning;
Involve others in your preparation â it will strengthen your discipline to plan in the first place, as well as keeping you grounded and objective in your assessments;
Plan the agenda and map out the variables you can employ; and
Ensure you understand the values of the tradeoffs involved against each of the variables from inside their head.
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