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PRINTED BY: Printing is for personal, private use only. No part of this book may be reproduced or transmitted without publisher’s prior permission. Violators will be prosecuted. ? Uniform Commercial Code ? United Nations Convention on Contracts for the International Sale of Goods ? American Arbitration Association standards ? ISO 9000 quality standards ? State, local, and federal laws ? Market or industry standards 8. Examine alternatives: Prepare in advance your alternatives to the important negotiation issues or objectives. Successful negotiators know their best-case, most-likely, and worst-case (walk-away) alternatives for all major objectives. (See Appendix A Form 9.) 9. Select your strategy, tactics, and countertactics: Negotiation strategies provide the overall framework that will guide how you conduct your negotiation. Negotiation strategies can be divided into two types: win-lose and win-win. Figure 9-3 Importance of Ts and Cs The win-lose negotiation strategy is about winning today, despite the potential long-term effect tomorrow and beyond. Common characteristics of the win-lose strategy include concealing one’s own position and interests, discovering the other party’s position and interests, weakening the other party’s resolve, and causing the other party to modify its position or accept your position on all key issues. Although the win-lose negotiation strategy is not a politically correct approach, it is a commonly used negotiation strategy worldwide. The win-win negotiation strategy is about creative joint problem solving, which develops long-term successful business relationships. The win-win negotiation strategy, however, may sometimes be difficult to accomplish. Among the obstacles to developing the win-win business environment are previous adverse buyer-seller relations, lack of training in joint problem solving and conflict resolution, and complex and highly regulated contracting procedures in some organizations, especially…