Chapter 7: Negotiation preparation and planning
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Preparation and planning are essential for negotiating effectively. Preparation involves the gathering of relevant information, for example about your client's and the other party's key concerns and parameters. Planning, on the other hand, is about how you will use that information, your negotiation strategy and deciding on appropriate tactical moves in support of the chosen strategy. While preparation can be done in a structured manner with the aid of preparation templates, planning is a more difficult process given that negotiations cannot be scripted and can sometimes be chaotic.

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