| STATE: | |
| CREDIT HRS: | |
| COURSE TYPE: |
| Course | Credit Hrs. | |||||
|---|---|---|---|---|---|---|
| Negotiate with Confidence and Power: Advanced Practices | 3.00 | |||||
To be a master negotiator, set aside your common sense about negotiating. |
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Advanced negotiating techniques sometimes operate beneath the surface of awareness, even on a deeply subliminal level. They allow you to avoid strong-arming other parties, while taking control of the situation. Master negotiators first work toward understanding what the other parties want, then they help them achieve those goals—all while getting what you or your client wants. Most Americans like to compare negotiating to a wrestling match—full of conflict and struggle. But negotiating at its best is more like a dance, where both parties work together through moves and counter-moves, through harmony and discord, to resolve their mutual needs.
Section 1 - Understanding Other Parties in a Negotiation
Introduction
Chapter 1 – Discovering Missing Information
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