Category Archives: Articles

Be Prepared Before You Negotiate

T. Randolph Catanese, Esq. © 1999. All Rights Reserved. A successful negotiation is rarely achieved without preparation. Like anything else, the time and effort put into preparation will pay off in the end. Sometimes the payoff is much larger than expected. This four-part series will identify and discuss successful negotiation techniques in the context of…
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A Case Study Using Pre-Negotiation Planning

T. Randolph Catanese, Esq. © 1999. All Rights Reserved. The first segment in this series discussed why it is important to prepare for any negotiation. If you, the entrepreneur, wish to conclude a successful negotiation, then it behooves you to prepare for it. The better prepared you are, the more likely you will end up…
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The Use Of Timing To Extract A Better Agreement

T. Randolph Catanese, Esq. © 1999. All Rights Reserved. In the first two segments in this series on negotiation techniques, preparation for a negotiation was discussed. This included the identification of goals and the use of situational analysis to attain a better deal for the entrepreneur. This article will focus on the right time to…
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How To Confirm An Agreement When The Negotiation Process Has Been Completed

T. Randolph Catanese, Esq. © 1999. All Rights Reserved. Previous articles in this series on negotiation discussed how to prepare to negotiate, employing situational analysis in negotiation and the timing and use of communications to achieve a successful negotiation. In this last article in this series the issue of how to confirm the agreement once…
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