Treść książki
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Preparation
101
ListofTopics
Whattonegoti-
ate,whatnotto
negotiate
Solutions
Idealsolution(onlypossible
whenthepartneriseitherin
adilemmaorincompetent)
Win-winsituation
Bottomline/bestalternative
YourOwnObjectivesandInterests
Figures/Facts
Prices,rebates,terms,legal
situation,etc.
Compięromises
Wherecanwhatcompro-
misesbemade?
Whatcompromisesshould
beachieved?
Objectives
Primaryobjectives,
subordinateobjec-
tives
Arrangeyourobjec-
tivesaccordingto
theirpriority
Determinationofone'sownobjectivesandinterests
YourListofTopics
Thinkhardandbespecificaboutwhatyouwanttonegotiateand
whichpointsyoudonotwanttonegotiate.
Makealistwithallofthetopicsthatyouwanttonegotiate.The
topicsyoudonotwanttonegotiatedonotbelongonthislist.In
caseyouhavewrittenthemonthelistanyway,thenthebestthing
istorewritethelist,sinceyouwanttoavoidthepossibilityofunin-
tentionallybringinguptheseHunwanted”topicsduringthecourse
ofthenegotiations.
YourObjectives
Areyoufullyfamiliarwiththeobjectivesthatyouwanttoachieve
withthenegotiations?Aclearsetofobjectivesisessentialforsuc-
cessfulnegotiations.
Youcancertainlypursueanumberofobjectivesinonenegotia-
tion.Sodetermineyourprimaryobjectivefirst.Thiscouldbeany-
thingfromthelowestpossiblepriceforyou,oralong-termcollabo-
rationorperhapsamarketentryintoanothercountry.
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