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HBR Guide to Negotiating by Jeff Weiss

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Chapter 8

Select the Right Outcome

Narrow in on a workable solution and commit with care.

With a few solutions left in front of you, it’s time to move toward a final agreement. Do this by applying your alternative and making sure what’s on the table is better. Then make commitments carefully so that the agreement is workable for all parties.

Compare Your Options to Alternatives

It’s possible, maybe even inevitable, that you and your counterpart will have already stumbled on a discussion of alternatives by this point. As with all of the elements, consider addressing them as they come up in the conversation. But if that hasn’t happened yet, now is the time.

Evaluate the remaining options

As we’ve already discussed, you want a solution that’s better ...

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