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Negotiation skills

Structure of the Negotiation skills module

  • the negotiation process: definition & conditional agreement; philosophy & basics of negotiation; the 4 laws
  • preparing for negotiation: analysis of the conditions in which the negotiation takes place; establishing the objectives; BATNA; audit of variables & cost-value analysis
  • conducting the negotiation: positioning; exploring alternatives; obtaining approval
  • negotiation conduct & behavioral responses;
  • methods for handling obstruction.