CRED Successful and Skilful Communications 2025

Stages of negotiation

Discuss Prepare

Test

Trade

Agree

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The WEB and the WAP

The WEB stands for: Worst – Expect - Best What is the worst deal you would accept? This is also known as your WAP (Walk Away Position), because you would rather

walk away from the deal than go any lower? What sort of deal do you realistically expect?

This will be somewhere between the worst and the best. It will usually be based on any experience/ history you are aware of Consider what might be the WEB and WAP of the other party

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