Question are: 1. SITUATION FACTORS 1.1 DEFINE THE PROBLEM/SITUATION 1.2 Cultural components(What is the context ?When? Where?History of relations?) 1.3 Climate / Context / Environment(PESTEL analysis – environment analysis) 1.4 Conclusion on situational factors(What is helping? What is not?What kind of influence?What can be done?) 2 ISSUES 2.1 What is negotiable? 2.2 What are the tangible and intangibles? 2.3RANGE/LIST OF OPTIONS ON THE ISSUE / BATNA 3.POWER 3.1 Source? 3.2 What type if influence is used? Persuasion style? 3.3 How can/is it used to influence the negotiation?(What potential of influence?(leverage, network…))
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