Examlex
Cassandra will be writing a bad-news letter to a customer and wants to follow the four-part indirect plan.In what order should she organize her letter?
Goals
Specific, actionable objectives intended to guide behavior and measure success.
Specific Target Point
A clearly defined goal or objective that one party aims to achieve in a negotiation or a set of negotiations.
Resistance Point
The resistance point is the threshold in negotiations beyond which a party will not go; it represents the worst acceptable outcome.
Opening Bid
The initial proposal or offer made by one party to another at the beginning of a negotiation process.
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