You have heard this many times in your negotiation courses or from experienced negotiators – summarise regularly – in writing! Need for care in expression? Verbosity? Need to exchange summaries? Is the summary an agreement? Adjournments can be very effective – strategic?
There are 5 strategies for this principle.
Regular summaries.
This is a Principle worth separating from other Principles - summarise regularly, in writing. Besides keeping a record of what is said at the table, it helps maintain focus on the real issues, tracking progress of the negotiation and assist at mai...
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