Question: Defining limits and alternatives 10 Setting objectives (targets) and opening bids (where to start) (BATNA, resistance point, what is the other side's possible BATNA?) 10

Defining limits and alternatives 10 Setting objectives (targets) and opening bids (where to start) (BATNA, resistance point, what is the other side's possible BATNA?) 10 Assessing constituents and the social context in which the negotiation will occur 5

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