Identify your interests, that is, what you hope to accomplish in the negotiation, and what is most important to you in a job. Is it an opportunity for advancement or to gain a particular type of experience? Is it flexibility, job security, the compensation package, geographic location, or something else? Looking at the list of interests, prioritize them by assigning values (1 is the most important while 7 is the least important). Next identify the issues (the specific items that you would like to negotiate) and your opening demands and target and resistance points for each. Priority Interests                                                                          Issue Opening Demand Target Resistance

Understanding Business
12th Edition
ISBN:9781259929434
Author:William Nickels
Publisher:William Nickels
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
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Identify your interests, that is, what you hope to accomplish in the negotiation, and what is most important to you in a job. Is it an opportunity for advancement or to gain a particular type of experience? Is it flexibility, job security, the compensation package, geographic location, or something else? Looking at the list of interests, prioritize them by assigning values (1 is the most important while 7 is the least important).

Next identify the issues (the specific items that you would like to negotiate) and your opening demands and target and resistance points for each.

Priority

Interests

 

 

 

 

 

 

 

 

 

 

 

 

 

 

                                          

 

Issue

Opening Demand

Target

Resistance 

       
       
       
       
       
       
       
       
       
       
       



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