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  • Negotiation Series

Negotiation Series

Negotiation Series

Module 1

Introduction to negotiation

Module 3

The win/win cliché

Module 5

The importance of power and leverage

Module 7

The importance of objectivity and knowledge

Module 9

Understanding and defining needs

Module 11

Starting and managing the negotiating meeting

Module 13

Common tactics and how to deal with them

Module 15

Post negotiation

Module 2

Assessing your negotiating style

Module 4

The ethics of negotiation

Module 6

The idea of BATNA and knowing when to talk away

Module 8

Preparing to negotiate

Module 10

Identifying, valuing and trading variables

Module 12

Fact finding, probing for information and testing ideas

Module 14

Reaching agreement and closing

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