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Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC). Focusing on these four variables

Effective negotiations are designed with four key focus areas in mind: people, interests, options, and criteria (PIOC). Focusing on these four variables assists in reaching a successful negotiation outcome, a key deliverable for this milestone. Refer to Module One for information regarding PIOC. Discussions on possible ZOPA and BATNA agreements should also be reviewed in the completion of this milestone.

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