Module 2
Preparing to negotiate: your alternative, your walk-away number and the zone of agreement
Most of a negotiation is decided before anyone speaks. This module is the preparation: knowing what you will do if there is no deal, turning that into a number you will not go beyond, estimating the other side's number, and seeing whether a deal is possible at all.
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See what is included in All-Access →General education on negotiation technique, using invented people and figures. It is not legal advice, and professional rules on honesty, authority and disclosure differ from country to country; check those that apply to you.
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