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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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In Vivo: During the Negotiation Itself

You have done your preparation. Now it is time for the actual negotiation.

Think about the Best Way to Position and Present Your Opening Offer

Remember to couch your offer in terms of a clear rationale. Use objective standards. Focus and select those standards that are favorable to you, and be prepared to indicate why standards unfavorable to you are inappropriate.

Consider Marie, who landed a job offer in a consulting firm. Marie is rather young for a senior management position and was offered a starting salary that was on the low side for senior management personnel. Marie did not have a particularly strong BATNA. In her next meeting with the employer, Marie carefully pointed out that she was indeed younger ...

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