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Negotiations (DO'S (Plan! Prepare carefully, Research - try to find…
Negotiations
DO'S
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Use minimum of reasons to persuade your opposite number, coming to them as often as necessary
Stages
Prepare: identify potential value, understand objectives, develop fact-base
Information Exchange and Validation: assess interests, build rapport and trust
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Agreement: confirm what you have agreed and any aspects that need further action, then close the deal firmly and clearly.
Confirmation: write a follow-up letter to confirm in writing the points you agreed during your negotiation and clarify any outstanding matters.
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