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Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships by Melanie Billings-Yun

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Chapter 7. GOALS-WHAT YOU REALLY WANT

Now that we have explored why relationships matter and examined the values and practices of the successful negotiator, it's time to learn the step-by-step negotiation process. Negotiating well is a process of following five simple steps: Goals, Routes, Arguments, Substitutes, and Persuasion. The first letter of each step combines to spell the word "grasp," which means both to understand and to hold on tightly. The acronym GRASP is not merely a mnemonic device: by following the GRASP method, you will actually create a sustainable agreement (to which the parties hold on tightly) because it is based on mutual understanding (see Figure 7.1).

This and the next four chapters will take you through the GRASP method ...

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