How to Get What You Want Through Negotiation

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How To Get What You Want Through Negotiation

 

From buying a car to making a million dollar corporate purchasing decision, the skills are the same.  This program teaches you to be comfortable in any of these emotional and ‘nerve wracking’ situations.

 

I. Understanding a negotiation

II. Anatomy of a negotiation

A. Content

B. Technique

C. Outcome

 

III. The power of leverage

A. Happy to have

B. If only I could have

C. “Gotta” have

 

IV. Negotiate with yourself first

A. Learn your negotiating strengths

B. Why you are different than any other negotiator

 

V. Understand the negotiation process

A. Your position vs. their position

 

B. Your interests vs. their interests

VI. Develop your own negotiation agenda

A. Power

B. Information

C. Time

 

VII. Negotiate as a team

 

VIII. The Four W’s of your negotiation

A. who

B. what

C. when

D. where

 

IX. What to do once the negotiating begins

 

X. Avoiding some of the dirty tricks

A. Tactics

B. Problems

C. Styles

D. Tools

 

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