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Negotiation Techniques e-learning
Leading and controlling the negotiation
1. Understanding your counterparty's interests (12:45)
2. Extract hidden interests (5:15)
3. Develop a Plan B up-front (7:01)
4. Identify the decision-maker on your counterparty's side (5:28)
Your turn - what would you do in the following situations?
Influencing your counterparty
5. Anchor the first proposal (7:47)
6. Counter-anchor your counterparty's proposal (4:10)
7. Ask for the objective reasoning behind your counterparty's position (8:38)
8. What's in it for your counterparty? (3:27)
Your turn - what would you do in the following situations?
Leveraging the psychology of your counterparty
9. Offer a choice (8:38)
10. Add a deadline to your proposal (5:39)
Your turn - what would you do in the following situations?
Exploiting emotional intelligence in your negotiation
11. Separate emotions from the deal (11:12)
12. Stick to facts (6:35)
13. Make a comparison using the word "different" (5:13)
Your turn - what would you do in the following situations?
8. What's in it for your counterparty?
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