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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER 1

Our Philosophy of Negotiation

In this book, we’ll define negotiation and explain our four “mantras” of negotiation philosophy. We’ll work through the five crucial phases of every professional negotiation and what we call the ten golden rules. We’ll suggest a ten-point planning process to help you prepare correctly for a successful negotiation. We’ll show you how to put together a better “jellyfish”—a way to create more effective proposals during your negotiations. All this will be described in the context of how your organization can ensure success in its deals by creating the appropriate strategies and framework of processes to plan, guide, and support successful negotiations. Finally, we’ll emphasize the importance of reflective ...

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