Planning is very important in the negotiation. The proper planning helps to produce the good outcome. The negotiator should understand the key issue that must be resolved in the upcoming negotiation. He should properly study all the issue. The negotiator should understand and define the key interests of the issues. The negotiator should always keep the space for other deal if the first deal is unsuccessful. One should understand others party’s goals, issues, strategies, interests, limits, alternatives, targets, openings and authority. The chapter suggests planning the process by which he/she will present the ideas to the other party. The negotiator should prepare himself or herself in such a way that he can present his ideas in a great way that impresses everyone. When a negotiator is able to consider all the above things then he will have a clear sense of direction on how to proceed.
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