Managing Organizational Behavior 2nd Edition by Timothy Baldwin,Bill Bommer,Robert Rubin

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Starting from a Position of Strength
Although you are very young, your boss has a lot of faith in you. She has scheduled a long-planned African vacation and has asked you to lead the contract negotiation with a potential new vendor which will take place while she is gone. You have never managed a negotiation like this and you know you tend to seek compromise too quickly. Recognizing that you have to get the best deal possible for the firm, and your reputation and your boss's are on the line, what steps should you take to be sure you go into the negotiation with the best chance of success?