Ten ways to negotiate the deal you want

90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. Set your ‘walk away’ point...

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Successfully planning the negotiation: a checklist

Negotiation position • What do we want to achieve? • How will we open the negotiation? • How might they respond? • What will their reaction actually mean? Climate • What is the appropriate behaviour and strategy to adopt? • What is our long-term business strategy and...

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