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8. Strategy selection
9. Planning the issue presentation &
defense Defining the Issues What’s to be negotiated? Prioritizing the Issues
What’s most important to
Order Define the Interests
Interests vs. Issues
Why? Why do I want the issue?
Why? Defining Limits
What’s the “walk away”
Know that you have other choices
Know what the other choices are
Know your “or else” (BATNA)
Know to enforce your limits Defining Targets and Openings
Target is the preferred
Align goals and expectations
Set an optimistic and justifiable target
Be specific and write it down Strategy/Opening
Depends on preferenc...
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This note was uploaded on 04/07/2014 for the course MGMT 490 taught by Professor Staff during the Fall '08 term at New Mexico.
- Fall '08