Abstract
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1.
Preparation in negotiations is the most essential ingredient.
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The model of SMART goals supports negotiators effectively by formulating clear, realistic and ambitious objectives. Make sure that your goals are always SMART: specific, measurable, ambitious, realistic and time-bound.
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3.
For each negotiation define three different targets: Your best results (Nice-to-have, ideal goal), your realistic result (Want-to-have, core target) and your stop line (must-have, retreat destination).
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4.
In negotiations always disconnect the person from the matter in hand.
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Gather as much information as early as possible about your negotiating partner, the company and the decision-makers involved.
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Analyze and consider the motives and interests behind the positions of your negotiating partner.
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7.
Invest enough time to create an ideal atmosphere by preparing the main setting, in order to positively influence the process of the session.
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Reference
Wilkening, O. S. (2010). Das High-Speed-Verhandlungssystem. Wiesbaden: Gabler.
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Opresnik, M.O. (2014). Prepare for the Negotiation in Advance. In: The Hidden Rules of Successful Negotiation and Communication. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-319-06194-8_2
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DOI: https://doi.org/10.1007/978-3-319-06194-8_2
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