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    8/4/2009

    21 Principles of Negotiation by Peter J. Daniels

    1. What am I trading?

    2. What am I forfeiting?

    3. What are the uncertainties?

    4. What are the guarantees or penalties?

    5. What are the terms?

    6. What can cause failure?

    7. Can I fully perform?

    8. Can they fully perform?

    9. What are the buffer?

    10. What  if we overestimate?

    11. What if they overestimate?

    12. Can cost expand?

    13. Can percentages decreases?

    14. Are there an exit points?

    15. Are there any condition for mutual withdrawal?

    16. Are there any outside influences?

    17. Who exactly is in charge?

    18. What are the ongoing obligation?

    19. Are there any upper and lower limits?

    20. Are the personalities concerned fully committed?

    21 Are all points of concern, agreed, written, dated signed and noted.

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