The negotiation process is a strategic interplay between the
parties on either side of the table. To be successful, you need to
know how to build a strong position, deal with difficult situations,
influence your counterpart, and close your deals.
C o n d u c t i n g
ne g otiations
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AVOIDING DECISION TRAPS
MANAGING EMOTIONS
DEALING WITH
COMPETITIVE TACTICS
NEGOTIATING WITH POWER
MANAGING IMPASSES
MAKING CONCESSIONS
MAKING OFFERS AND
COUNTEROFFERS
BEING PERSUASIVE
CLOSING THE DEAL
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