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Negotiating the Million Dollar Deal

Business & economics


by
Catherine Mattiske

Book Details

Format: EPUB

File size: 6.9 MB

Protection: DRM

Language: English

Wherever parties with different interests and perceptions depend on each other for results, negotiation matters. Most executives know the basics of negotiation, however high stakes and the pressure of negotiating can result in poor outcomes and costly mistakes. Even experienced negotiators have been known to leave money on the table, remain deadlocked and damage relationships. The very best negotiators are changing the rules of the negotiation game. To advance their full set of interests, they understand and shape the others side’s choice, such that the other chooses what they want. This is the true art of master negotiating and is a critical skill particularly when the stakes are high.This Learning Short-take combines self-study with workplace activities to develop skills in high level negotiating. Participants will add master negotiating techniques to their ‘grab bag’ of traditional negotiation tools for improved negotiation outcomes. Participants will evaluate their current approach to negotiation, and develop new and innovative strategies to get everything they want while maintaining long term and effective business relationships. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives• Uncover negotiable components that influence final price.• Know your options and the options of your fellow negotiator• Turn non-negotiable position statements into readily negotiable statements of interest• Identify and counter adversarial negotiation tactics.• Define and demonstrate primary ways to establish power.• Create a Skills Development Action Plan.

Wherever parties with different interests and perceptions depend on each other for results, negotiation matters. Most executives know the basics of negotiation, however high stakes and the pressure of negotiating can result in poor outcomes and costly mistakes. Even experienced negotiators have been known to leave money on the table, remain deadlocked and damage relationships. The very best negotiators are changing the rules of the negotiation game. To advance their… (more)

Wherever parties with different interests and perceptions depend on each other for results, negotiation matters. Most executives know the basics of negotiation, however high stakes and the pressure of negotiating can result in poor outcomes and costly mistakes. Even experienced negotiators have been known to leave money on the table, remain deadlocked and damage relationships. The very best negotiators are changing the rules of the negotiation game. To advance their full set of interests, they understand and shape the others side’s choice, such that the other chooses what they want. This is the true art of master negotiating and is a critical skill particularly when the stakes are high.This Learning Short-take combines self-study with workplace activities to develop skills in high level negotiating. Participants will add master negotiating techniques to their ‘grab bag’ of traditional negotiation tools for improved negotiation outcomes. Participants will evaluate their current approach to negotiation, and develop new and innovative strategies to get everything they want while maintaining long term and effective business relationships. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives• Uncover negotiable components that influence final price.• Know your options and the options of your fellow negotiator• Turn non-negotiable position statements into readily negotiable statements of interest• Identify and counter adversarial negotiation tactics.• Define and demonstrate primary ways to establish power.• Create a Skills Development Action Plan.

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