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Negotiate to Win

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  1. Lesson 1

    The All-pervasiveness of Negotiation
  2. The Method of Negotiation
  3. Lesson 2
    Important Negotiation Skills
  4. How to Prepare Skilfully
  5. Lesson 3
    Five Stages of a Negotiation: Introduction
  6. Stage 1: Prepare
  7. Stage 2: Information Exchange
  8. Stage 3: Bargain
  9. Stage 4: Conclude
  10. Stage 5: Execute
  11. Lesson 4
    Types of Negotiation: Introduction
  12. Distributive & Integrative Negotiations
  13. Lesson 5
    Negotiation Strategies for Conflict Resolution: Introduction
  14. Avoid Being Provoked Into an Emotional Response
  15. Don’t Abandon Value-creating Strategies
  16. Use Time to Your Advantage
  17. Lesson 6
    What to Consider
  18. What to Consider: Goals
  19. What to Consider: Alternatives & Consequences
  20. What to Consider: Power & Relationships
  21. Lesson 7
    Types of Negotiation Strategies: Introduction
  22. Competing: I Win, You Lose
  23. Collaborating: We Both Win
  24. Accommodating: I Lose or Give in
  25. Avoiding: Not Me, Not Today
  26. Assertiveness, Cooperativeness and Persuasiveness
  27. Lesson 8
    Negotiation Styles: Introduction
  28. Soft Negotiation
  29. Hard Negotiation
  30. Principled Negotiation
  31. Lesson 9
    Negotiation Traps: Introduction
  32. Not in the Agenda
  33. The Resource Crunch
  34. No Precedent
  35. Comparison
  36. Nibbling
  37. The Slow Coach
  38. Limits/No Time
  39. Good Guy/Bad Guy
  40. The Insider
  41. Lesson 10
    Contract Management: Introduction
  42. The Long-time Challenges
  43. Essential Strategies
  44. Essential Strategies: Part 1
  45. Essential Strategies: Part 2
  46. Conclusion

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Negotiate to Win The All-pervasiveness of Negotiation
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The All-pervasiveness of Negotiation

Introduction to Negotiations

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