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

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Part 3: Negotiate!

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Let’s do a quick recap of what we have covered so far, shall we?

We now better understand negotiation and its foundations, including the proper assumptions to have in terms of value, relationship and communication. Beyond understanding these, we can prepare our goal based on the seven elements and our strategy for the three negotiations. To finalize our preparation, we can anticipate and get ready for the seven critical moments. In sum, we ready ourselves as negotiators and then for the specific negotiation ahead of us.

We have covered a lot of ground already. We started to negotiate even before we first interacted with the ...

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