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Negotiation

Setting Your Negotiating Strategy (Processes, Guidelines and Checklists) [Item Ref. 142]

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Summary

The primary focus of this resource is on identifying your own and the other party’s Negotiation Objectives.

This resource outlines the principles of negotiation and then goes on to provide tips on:

- Creating win/win outcomes
- Understanding types of negotiations
- Identifying negotiation objectives
- Bargaining Arenas

This resource also provides tips for maximum influence in negotiation.

The specific areas covered include:

- Deadlines
- Deadlock, and how to break it
- Power of legitimacy
- Power of committment
- Power of knowledge
- Power of risk-taking
- Power of time and effort
- Limits to the power of the seller
- Limits to the power of the buyer
- Authority and limits

Also included in this resource are guides and models of the skills required in undertsanding negotiating parties.

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