Lesson 1: Establishing your terms of agreement
- Understanding negotiation objectives
- Identifying objectives
- Determining variables
- Understanding and establishing your requirements
- Establishing requirements
- Working with a negotiation team
Lesson 2: Researching the other party
- Information gathering
- Gathering information about the company
- Gathering information about participants
- Estimation of the other party's requirements
- Estimating requirements
Lesson 3: Preparing for an agreement
- Planning for an agreement
- Establishing bartering boundaries
- Formulating a plan
- The negotiation environment
- Choosing a location
- Determining the who and what logistics
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Lesson 4: Conducting a negotiation
- Understanding the negotiation process
- Identifying the steps in the negotiation process
- Using guidelines in a negotiation
- Communicating during a negotiation
- Communicating effectively during a negotiation
- Identifying and overcoming communication barriers
- Using questions in a negotiation
- Challenging negotiation situations
- Identifying negotiation styles
- Handling challenging negotiation situations
Lesson 5: Advanced negotiating tactics
- Control in negotiations
- Gaining control in a negotiation
- Identifying the types of questions
- Negotiation tactics
- Responding to various tactics
- Negotiation ethics
- Understanding legal considerations
- Handling unethical tactics
- Responding to an unethical act
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