How to Conduct the Three-Act Narrative
Every negotiation has its unique characters, settings, and plots. However, what is consistent is the negotiation narrative structure. Understanding the three acts of a negotiation will help achieve your goal and objective. Here are the negotiation plot points and how to gain the negotiation edge.
Act One—Part 1: Win the Initial Meeting
The two most important meetings of the negotiation are the first and closing meetings. Getting the initial meeting on your grounds gives you early control of the negotiation. Sports odds-makers give an advantage to the home team because teams perform better at home. Having the negotiation at your location gives you the edge.
If the other ...
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