Getting to Yes: Negotiating Agreement Without Giving In
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- Olga Ghar delt en vurderingfor 5 år siden
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- b3952001779har citeretfor 2 år siden
position is likely to be concrete and explicit; the interests underlying it may well be unexpressed, intangible, and perhaps inconsistent. How do you go about understanding the interests involved in a negotiation, remembering that figuring out their interests will be at least as important as figuring out yours?
Ask “Why?” One basic technique is to put yourself in their shoes. Examine each position they take, and ask yourself “Why?” - b3952001779har citeretfor 2 år sidenHow do you identify interests?
- b3952001779har citeretfor 3 år sidenThat period can be divided into three stages: analysis, planning, and discussion.
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