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Negotiation Planning Strategy
- Sources of power (What leverage or power can people apply to achieve their goals?)
o Power and influence
« Define power and influence in the negotiation process.
« Describe at least 2 sources of power and influence in negotiations.
- Walk-away alternative
o Best alternative to negotiated agreement (BATNA)
« Discuss options and alternatives to agreements.
« Discuss 2-3 tough or hardball negotiation tactics.
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