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4. Этапы переговоров

  1. Подготовка:
    • Определить важные вопросы;
    • Определить цели;
    • Написать план взаимодействия на переговорах.
  2. Построение отношений:
    • Узнать больше о другой стороне;
    • Определить сходства и различия;
    • Заложить основу для достижения взаимовыгодного результата.
  3. Сбор информации:
    • Сбор информации о потребностях и интересах другой стороны;
    • Насколько реалистично заключить данную сделку?;
    • Определение последствий не соглашения.
  4. Применение собранной информации для максимизации собственных результатов
  5. Позиции. Начальная позиция -> финальный результат
  6. Закрытие сделки

Планирование переговоров

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