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Perfecting Negotiations Manual
Requirements to Renew & Additional Information
Introduction
Module 1 Learning Objectives
Module 1: Lesson 1 Student Exercise
Module 1: Lesson 2 What is negotiation?
Module 1: Lesson 3 What Negotiation Is Not
Module 1: Lesson 4 What Negotiation Is Not
Module 1: Lesson 5 Selling vs Negotiating
Module 1: Lesson 6 Communication is Key
Module 1: Lesson 7 Counterparty Needs
Module 1: Lesson 8 Interpersonal Skills
Module 1: Lesson 9 Negotiation Fear-Not!
Module 1: Lesson 10 Positional Negotiation
Module 1: Lesson 11 Win Now May Mean Lose Later
Module 1: Assessment Check
Module 2 Learning Objectives
Module 2: Lesson 1 Student Exercise
Module 2: Lesson 2
Module 2: Lesson 3
Module 2: Lesson 4
Module 2: Lesson 5
Module 2: Lesson 6
Module 2: Lesson 7 Discovery Checklist
Module 2: Lesson 7a Discover Checklist
Module 2: Lesson 8 Visualizing the Outcome
Module 2: Lesson 9 Know Your Counterparty
Module 2: Lesson 10 Know Your Competition
Module 2: Lesson 11 Know Your Alternatives
Module 2: Lesson 12 Know Your BATNA
Module 2: Learning Check
Module 3 Learning Objectives
Module 3: Lesson 1 Student Exercise
Module 3: Lesson 2 Negotiation Strategies
Module 3: Lesson 3 Escalation Clause
Module 3: Lesson 4 Identify Value-Creating Moves
Module 3: Lesson 5 Fiduciary Duty
Module 3: Lesson 6 Yes - Their Idea
Module 3: Lesson 7 Win/Win Perspective
Module 3: Lesson 8 Use Market Value
Module 3: Lesson 9 Rudiments of Persuasion
Module 3: Lesson 10 Have More Data Than the Other Side
Module 3: Lesson 11 Learn the Power of No
Module 3: Lesson 12 Price Anchoring
Module 3: Lesson 13 Power of Truth
Module 3: Lesson 14 What the Other Party Needs
Module 3: Lesson 15 Keep Your Cards Close
Module 3: Lesson 16 Live Conversation
Module 3: Lesson 17 Use Inclusions Strategically
Module 3: Learning Check
Module 4 Learning Objectives
Module 4: Lesson 1 Negotiating Styles
Module 4: Lesson 2 The Intimidator
Module 4: Lesson 3 The Flatterer
Module 4: Lesson 4 The Seducer & The Complainer
Module 4: Lesson 5 The Arguer
Module 4: Lesson 6 The Liar
Module 4: Lesson 7 The Logical Thinker
Module 4: Lesson 8 Case Studies
Module 4: Student Engagement - Negotiating Styles
Module 4: Lesson 9 Negotiating Personalities
Module 4: Lesson 10 Negotiating Personalities
Module 4: Lesson 11 Case Studies
Module 4: Student Engagement - Negotiating Personalities
Module 4: Lesson 12 Pitfalls In Negotiating
Module 4: Learning Check
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