Negotiation:strategy and planing

In this chapter, the author informs us about strategy and planning the negotiation. First, negotiator has to understand one’s key issue that he has to work on. Negotiator has to know the limit of how far the deal can go and is there other way he can go if the deal doesn’t work. Clear the target and set the opening point. Then the negotiator has to learn the other party target, strategy, drive, limit, and ability, and then plan the process by all the information. The last, define program and duty for both parties.