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20<br />
Institute of Leadership & Management<br />
••<br />
Task six: Determining my purpose, scope and objective<br />
Identify a situation where you need to negotiate something at work. Describe<br />
and clarify the topic or issue you need to negotiate by responding to the<br />
questions below. Use the space provided.<br />
What is the topic or issue that you need<br />
to negotiate?<br />
What is the extent of the topic or issue?<br />
For example:<br />
• Who does it affect?<br />
• When does it happen, and to<br />
what extent?<br />
• Who is your counterpart?<br />
Why do you need to negotiate<br />
this issue?<br />
The scope of my negotiation is:<br />
The purpose of my negotiation is:<br />
What is the most you hope to achieve as<br />
a result of your negotiation?<br />
The objective of my negotiation is:<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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