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Brilliant Negotiations 2e, 2nd Edition by Dr. Nic Peeling

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chapter-002

Preparation is the secret weapon in negotiations. Time and again I see negotiators skimping on essential preparation work and as a direct result failing to achieve their objectives in a negotiation. This chapter takes you through your preparation process:

  1. Frame the negotiation: Understand the context in which you are negotiating.
  2. Research: Given that knowledge is power, you need to seek out all relevant information.
  3. Set your strategy: Before you meet face to face there are many aspects of your strategy that can be prepared … although this must not be set in stone because you always need to retain your flexibility in negotiations.

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