Negotiation Skills · glossary
Any point of the new contract that can move, such as length, payment or an electric bay. The variables table gives each one a row and prices it twice: what it costs Polgarrow, and what it is worth to Kestrow. Issues and Variables Table (internal) · Chapter 4 · see Trade
Explained in Chapter 4, Negotiation Variables: What to Trade and What It Costs, of Negotiation Skills.
Each point that can move is a variable. Before anyone makes an offer, you list every variable and price it twice: what it costs Polgarrow, and what it is worth to Kestrow. Then Polgarrow gives each point only in a trade: it gives up one point to get another back.Read Chapter 4, Negotiation Variables: What to Trade and What It Costs →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →