same as what they think they heard? Step 8 is about standards. What are their stated standards? What other standards would they accept? Are there qualitative standards as well as quantitative ones? Do standards differ among the stakeholders on their side? Step 9, “Needs/Intangibles,” comprises all the things you can trade based on what you have learned in the previous eight steps. Think broadly: rational and irrational (or emotional) needs, long-term and short-term needs, shared and conflicting needs, and so forth. Your “goal” is what you want at the end of the negotiation. Your “needs” are
...more
