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Objectives of Negotiation

know how to establish the true objectives of a negotiation.

Knowledge Node Summary

Often the objectives of a negotiation are clear. For instance, negotiating a price for goods between a supplier and purchaser. On other occasions objectives can be complex and contain several parts, all of which must be satisfied. It should be made clear from the outset what each party requires from the negotiation and what each party would like to achieve if possible. It may also be useful to know what barriers exist that may thwart the negotiation.

A summary of expert opinion:

The knowledge named 'Objectives of Negotiation' is considered to be quite critical.
In addition, the knowledge is thought to be quite complex and quite difficult to learn, it is generally learned by study, and is quite specialised knowledge.
Opinion is that it is minimally justifiable knowledge.

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