Further Details
Definition of Negotiation
- The Negotiation Approach
- The language of negotiating
- Basic problems of negotiation
- The optimal approach to negotiating
- The Negotiation Process
- The language of negotiating
- Basic problems of negotiation
- Defining the role of the negotiator
- Objective versus subjective goals
- Six categories of negotiation goals
- Reconciling conflicting goals
- Strategic keys of a successful negotiation
- Information Exchange Process
- Information disclosure
- Creation of facts
- Tactical process control
- Demanding preconditions
- Making or avoiding making the first offers
- Crafting win-win proposals
- Bargaining
- Making conditional proposals
- Using alternative opportunities
- Focus and downplay
- Keeping patient
- Imposing deadlines
- Adjournment
Guide price
640 US$ |
