Strategy selection 9 planning the issue presentation

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Unformatted text preview: ors 8. Strategy selection 9. Planning the issue presentation & 9. defense defense Defining the Issues What’s to be negotiated? Prioritizing the Issues What’s most important to What’s you? you? Explicit list Order Define the Interests Interests vs. Issues Why? Why do I want the issue? Why? Defining Limits What’s the “walk away” What’s point? 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 Target settlement settlement Align goals and expectations Set an optimistic and justifiable target Set Be specific and write it down Strategy/Opening Depends on preferenc...
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