It is possible to influence people and to create advantageous relationships between two parties … you just have to know how! In all negotiations, there are basic principles to respect that emphasize ‘you get what you negotiate.
Objectives
Change resistance to cooperation
Identify negotiators’ styles
Understand others’ needs
Create a safe, reassuring environment
Get more with less effort
Negotiate win-win solutions
Develop strategies and tactics
Content
Fundamental principles of negotiation
Perceptions
Basic needs
Pitfalls
The Red & Blue Game
Differences between ‘Strategy’ and ‘Tactics’
Timing
Body language
Sharing objections
Communication
The golden rules of negotiation
Practice and the self-change contract
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