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Negotiation Skills for Rookies by LID Editorial

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CHAPTER 4

Using and tradingvariables

Categorizing variables

Negotiating variables may be at the core of the negotiating process, but not all variables are identical: they differ both in nature and potential. Similarly, their roles in trading may vary. Linking them to your plan and objectives will show you their potential role in the subsequent proceedings. Three types of variable are usually highlighted. They are:

The must-haves: Those factors you feel you must bring away from the negotiation if the deal is to be at all acceptable to you.

The ideals: Those factors which you would like to achieve, and which would constitute the ideal agreement. Realistically, these must include factors around which you are prepared to make some compromise. ...

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