Making concessions and closing and gaining commitment

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Understanding the steps of the negotiation process is critical to success. Shell, in his negotiation text, Bargaining for Advantage reviews the 4 steps that are essential in the bargaining process: preparing your strategy, exchanging information, opening and making concessions and closing and gaining commitment. This week you will study these steps and begin to implement them in negotiation scenarios. Initial Post Instructions After reading in Part II of Bargaining for Advantage (Shell), share with your classmates what you believe will be your most difficult step in the negotiation process.

Most be 350-500 Words with citation.

Reference no: EM131746722

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