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19<br />
Institute of Leadership & Management<br />
Stage one: Preparation<br />
An effective negotiator makes considerable effort to gather all relevant data. You<br />
need to understand your own offer, concessions and bargaining position. You also<br />
need to find out as much as you can about your counterpart. The information is<br />
often included in an official preparatory document drafted before the negotiation<br />
process.<br />
• • Click on the orange circles to find out what you need to do at the<br />
Preparation stage.<br />
Preparation<br />
Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part,<br />
be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
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