What objective benchmarks, criteria, and precedents will support my preferred position?.Who are my competitors for this deal? How do our relative advantages and disadvantages compare?.What potential ethical pitfalls should we keep in mind during the negotiation?.What is the hierarchy within the other side’s team? What are the patterns of influence and potential tensions? How might these internal dynamics affect talks?.In what order should I approach various parties on the other side?.To what degree will we be negotiating electronically? Are we prepared for the pros and cons of negotiating via email, teleconference, etc.?.Are there cultural differences that we should prepare for?.What is my relationship history with the other party? How might our past relationship affect current talks?.You may be able to add more issues to the discussion.
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