By the end of this chapter, you should be able to:
• State the objective in preparing for a negotiation.
• Explain the six steps in preparing for a negotiation.
• Describe what triggering events are and how to respond to them effectively.
• State three reasons for focusing on needs rather than solutions.
We do not always have an opportunity to prepare for a negotiation. When we do, we will usually do better in the negotiation if we take the time to think through what we need, try to understand who the other party is and what he or she needs, ...