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Identifying negotiable terms

In the myriad possible negotiable terms under consideration in a complex negotiation, RONO™ recommends the need to decipher the key terms in the first instance as critical. This PRINCIPLE goes on to address creating a wish list or term sheet, the packaging advantage and, most importantly, determining your ‘WALK AWAY’ position. And Oh!- is your management on side???

There are 7 strategies for this principle.

Key, peripheral, or boilerplate.
In preparing for the NEGOTIATION PHASE, it greatly assists the efficiency of the process to identify, rank and document the key issues for negotiation. You might consider the following ranking of issues: Core or key issues - e.g. price, deliv...

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