When a negotiator is planning an upcoming negotiation, it is imperative to prioritize all of the potential issues to be negotiated into needs and wants, thereby knowing what must be achieved and what can be exchanged for something else of value.

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Prioritizing issues into needs and wants helps the negotiator to have a clear understanding of what they must achieve and what they can potentially exchange for something else of value during the negotiation process.

When a Negotiator Is Planning an Upcoming Negotiation, It Is