- The difference between sales and negotiating.
- Three necessary preconditions for successful negotiatiions.
- Busting the myths surrounding negotiation. The data or studies, performed by Huthwaite International.
- Indicators of efficient behaviour when negotiating: the tricks, used by the strongest and traits of the weak.
- Evaluating the participants’ negotiating skills, by use of “Objective behavioural indicators” method. Practical exercises and feedback.
- Algorithm of preparation for negotiations.
- Practical exercise of preparation to negotiate, performed in pairs.
- Taking the initiative at the beginning of a negotiation. Practical exercise and feedback.
- Using the win-win strategy when negotiating. Getting ready for a win-win negotiation.
- Main mistakes made when negotiating and the ways to avoid them.
- The ways to transfer positional communication to the motive based level.
- Handling price negotiations successfully: 7 rules and 7 fatal mistakes.
- 9 ways to improve your negotiating impact.
- The ways to stand your ground when negotiating: assertiveness techniques.
- The bank of gold ideas.
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