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Negotiator's Learning Center

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BNP 10: Understand their interests early

  • BATNA: Best Alternative to a Negotiated Agreement
  • Learn Their Interests
  • A Go/No-Go Decision Time
  • Four Critical Assessments
  • Information Exchange: Stage 2
  • Interests versus Positions
  • Probing in Exchange Stage
  • Problem Solving with Creativity
  • Set the Stage
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