Overview
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Learn a systematic process for conducting your next major negotiation—whether it be negotiating a contract, additional resources for a project, or the purchase of a company.
Syllabus
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Introduction
- Intentional negotiation
- Defining the context of the negotiation
- Understanding relationships in negotiation
- Choosing a negotiation style
- Emotion and fairness in negotiation
- Understanding players and positions in negotiation
- Structuring a deal in negotiation
- Anchoring a deal in negotiation
- Defining your goals in a negotiation
- Sequencing a deal in a negotiation
- Negotiation techniques
- Assessing what happened in a negotiation
- Changing your approach in a negotiation
- Setting up for future deals
- Avoiding common negotiation pitfalls
- Preparing for negotiation success
