Practical Negotiating: Tools, Tactics & Techniques

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Appendix B. Practical Negotiating: Planning Guide

Step 1: Determine Wants and Needs

Step 2: Position Development

Step 3: Currencies/Options

Step 4: Power Assessment

Step 5: Planning to Execute Stages

Step 6: Assessing Your Negotiating Styles

Step 7: Determine Your Tactical Orientation

Step 8: Tactical Selection

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