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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 3

The nearest thingto a magic formula:preparation

Why prepare?

Do you think of yourself as inexperienced at – and perhaps even wary of – the process of negotiation? If so, this is probably, at least in part, because you are ill prepared. Being well prepared breeds confidence, and that alone will change your thinking. And confidence allows you to take control of the process in a way that an ad hoc approach will never do. Moreover, confidence will be read by others as competence; the way you appear is very important, as you will discover later.

If preparation is important, then the next question concerns how to go about preparing to negotiate. Preparation may constitute just a few moments’ thought prior to the start of a conversation. Or ...

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