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Such differences are the issues to be dealt with, so the first step in the negotiation process is to identify the issues.
IDENTIFYING THE ISSUES
There is no trick to identifying issues in most of our managerial and personal activities. However, in the give-and-take of the marketplace and in our relations with those above, below, and equal to us in our company's organizational structure, the identification of issues takes on a new dimension. Specifically, if we are preparing for negotiations, both sides must see the issue in the same light if a mutually acceptable agreement is to be reached.
Example 1
The experience of a broker of expensive, one-of-a-kind household furnishings serves as a case in point...
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