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Create a negotiation planning guide for an organization to implement using the following ten-step planning process:
1) define the negotiating goal;
2) define the major issues related to achieving the goal;
3) assemble the issues, ranking their importance and defining the bargaining mix;
4) define the interests;
5) know your alternatives (BATNAs);
6) know your limits, including resistance point;
7) analyze and understand the other party’s goals, issues and resistance points;
8) set one’s own targets and opening bids;
9) assess the social context of negotiation; and
10) present the issues to the other party; substance and process.
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