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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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06. Anticipate the Critical Moments

Learning Objectives:

• What a critical moment is

• What the seven critical moments of any negotiation are

• Why these particular moments are critical

• What their dangers are

• What the best moves during critical moments are

Let’s recap our preparation for our road trip:

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Now we enter our last preparation stage: trying to anticipate and be ready for potential problems, known in negotiations as critical moments. Critical moments are moments when the negotiation process is in a state of flux before it enters a new stage. Critical moments are not necessarily more difficult, but they do raise the stakes in terms ...

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