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Preparing opening position

Preparing your opening position is strategically important in the NEGOTIATION PHASE. This PRINCIPLE addresses: Who opens first? Risk of opening too high (or low)? Take it or leave it – is it tactical? What are your strategic risks at this point? – and the case for possible pre-negotiation engagement with other party. Consider also your all-important ‘leveraging’ strategies.

There are 4 strategies for this principle.

Critical point.
Preparing your opening position for the NEGOTIATION PHASE is one of the most crucial actions in a negotiation. It is a culmination of all your preparation, options, analysis and research to date. Part of this preparation is identifying the limits ...

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