negotiatingskillsHITrefers, in negotiation terms, toH– HAVE TO HAVE,I– INTEND,T– TRADABLE.AHAVE TO HAVEis an essential aspect or outcome for one of the parties in the negotiation. Generally,there are only one or two in each negotiation. However, they are a must! You must achieve these items inorder for your negotiation to be successful.INTENDrefers to something that is less essential, but still important in the negotiation. You might beprepared to be flexible with respect to these items. You only have a few of them, i.e. perhaps two to five.ATRADABLEitem is something you put in your proposal which you believe your partner would like tohave. You are prepared to exchange this item for something which you would like to obtain.Before you begin the negotiations with your partner, it is very important to determine these issuesand decide which category they belong to from your point of view. These issues should be clear to allmembers of your negotiating team. The clearer you are about your goals and needs and those of the