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The concept of the 'one sheet' in negotiations can be applied in a small business setting by creating a concise summary of your negotiation approach. This 'one sheet' should include five short sections: your goal, your leverage, your anticipated objections, your minimum acceptable agreement, and your benefits. This will help you stay focused and organized during negotiations, and ensure that you're prepared for any objections or challenges that may arise.
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Any negotiation requires preparation—not a detailed script, which can hinder your ability to be flexible, but an outline of your tools. Call it the "one sheet" that summarizes your approach (the phrase comes from the entertainment industry, where one sheet summarizes a product for publicity and sales). Your negotiation one sheet will have five short sections:
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI ...
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