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Chapter 1. Negotiating in Any Language: ... > Planning Your Negotiation

Planning Your Negotiation

Intellectually, negotiators know that proper planning is important. Practically, however, many negotiators would rather take a beating than write a business plan of any kind. This resistance stems from three negative fantasy scripts: (1) “Someone might actually hold me responsible for this plan”; (2) “Once I write it down, I can’t change it”; and (3) “I know what I want to say, but I just can’t say it.” None of these fantasies need be true. With regard to the third one, psychologists tell us that when we have this script, we in fact don’t know what it is we are trying to say, and trying to write it down can make this painfully clear. Planning your negotiation means doing your homework. Without this vital preparation, you will concede the power that comes from making informed business decisions.

Planning your negotiation is a straightforward, four-step process that must be applied to both your side and TOS. For both sides, you must: (1) identify all the issues; (2) prioritize the issues; (3) establish a settlement range; and (4) develop strategies and tactics. Let’s look at each of these steps in detail.


  

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