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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER 7

The RDC Ten-Point Plan

There are two equally valid ways for you to read this chapter. First, you will want to read it for the first time, out of general interest, to become familiar with the concepts involved in planning a negotiation and to pick up the tips we offer on how to approach the topic. Second, once you have read the whole book and you are preparing for a real negotiation, you will want to read this chapter again as a practical step-by-step guide to completing a real ten-point plan of your own.

We are gradually going to build up a plan that will eventually look like Figure 7-1. Don’t worry if you can’t read every part of it here; this is just to let you see an overview of the whole plan. We are going to go through each element ...

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