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I Win, You Win by Carl Lyons

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6Planning and Preparation

The foundation to successful negotiation lies in planning an effective strategy. Let’s now pull together some of the concepts we have discussed up to this point. The diagram on the next page illustrates the elements that are to be managed to navigate successfully towards agreement.

When you plan a strategy for a negotiation, you are actually preparing to go through a number of distinct stages: gathering and sharing information, generating options, making offers and concessions, and closing. Most transactions we undertake tend to pass through these stages, even though we may not be consciously aware of the distinctions. When you go along to a restaurant for example, you signal your interest in ordering by sitting down ...

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