1 preparation and planning a know your batna the best

1. Preparation and Planning
a. Know your BATNA (the Best Alternative To a Negotiated Agreement; the least
the individual should accept)
b. Do your research
2. Definition of the Ground Rules
a. Who, where, when?
b. First proposals
3. Clarification and Justification
a. Not meant to be confrontational, educate each other on the issues
b. Provide the other party with any documentation that supports your position
4. Bargaining and Problem Solving
a. Give-and-take; concessions are made
5. Closure and Implementation
a. Hammering out specifics
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14-6 How do individual differences influence negotiations?
14-7 What are the roles and functions of third-party negotiations?
Chapter 15-Foundations of Organization Structure
15-1 What are the six key elements that define an organization’s structure?
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