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HBR Guide to Negotiating by Jeff Weiss

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Chapter 14

Wrap Up the Negotiation

Know when you’re done, and communicate the final decisions.

If you’ve successfully negotiated an agreement that meets the criteria you set out earlier for a good outcome, congratulations! It’s tough work to get to this point.

You might assume that you’ve now reached the end of the negotiation and all that’s left is the signing of the papers. However, you’ll need to take three last steps before considering the negotiation final: documenting the terms, communicating with stakeholders, and prepping for implementation of the agreement.

Document the Terms

If you used the one-text procedure described in the “Get People on the Same Page—Literally” part of chapter 10, you’ve already written out the terms that you’ve ...

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