Negotiation Lessons Learned ? View negotiation as a long process ? Map objectives, strategies and tactics ? Create time to plan and prepare ? Select appropriate model and style ? Spend time in the details ? Learn to be self-confident ? Adopt challenges and expectations ? Listen and Learn ? Represent all interested parties at table ? Acquire a negotiation toolbox (Tactics, Caucus, Relationships, etc.) Key Negotiation Activities ? Know the big picture ? Identify objectives ? Prioritize objection ? Create options ? Select fair standards ? Examine alternatives ? Select your strategy, tactics and counter tactics ? Prepare for implementation ? Determine who has authority ? Prepare the facility ? Use an agenda ? Introduce the team ? Set the right tone ? Exchange information ? Focus on objectives ? Use strategy, tactics and counter tactics ? Make counter offers ? Document the agreement or know when to walk away 

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