A thorough preliminary research eliminates the need for negotiators to make a list of key facts to reconfirm at the negotiation table.

Question

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No matter how thorough the preliminary research, negotiators should always make a list of key facts to reconfirm at the negotiation table. Information gathered about foreign customers and markets almost always includes errors, and things can change during those long airline flights.

A Thorough Preliminary Research Eliminates the Need for Negotiators to Make