Successful Negotiating Skills
Successful Negotiating Skills
Successful Negotiating Skills Course Companion/Workbook
The multimedia training course and this companion/workbook are Copyright Interactive Training Technologies Ltd. 2002. Website www.itrain.co.uk This document contains 33 pages.
Study Area1 - Introduction 2
Section 1 - The Principles of Negotiating 2
Section 2 - The Negotiation Process 4
Section 3 - The Spirit of the Deal 5
Study Area 2 - The Preparation Phase 7
Section 1 - Preparation 7
Section 2 - Knowing the Marketplace 8
Section 3 - Assessing Your Position 9
Section 4 – Planning Your Objectives 10
Section 5 – Defining the Details 12
Study Area 3 – The Opening Phase 13
Section 1 - Opening 13
Section 2 – Asking the Other Side to Open 15
Section 3 – Gathering Information 16
Section 4 – Using Positive Body Language 17
Section 5 – Identifying Key Issues 18
Section 6 – Opening First 19
Section 7 – Opening in Response 20
Section 8 – Using a Shock Opening 21
Study......
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Approximate Word Count: 11926
Approximate Pages: 48 (250 words per double-spaced page)
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