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This document discusses strategies for successful negotiations. It emphasizes the importance of being well-prepared by identifying key points to guide any negotiation: defining your opening position (OP), target position (TP), best alternative to negotiated agreement (BATNA), and walk away position (WAP). The OP is the initial offer and sets expectations, so it must be realistic and above your desired outcome to allow for compromise. The TP is your optimistic goal. The BATNA is your backup plan if negotiati

Author

Agathe Grenon

Language

EN