Course Objectives
- Define what negotiation is
- Recognize the difference between positional and interest-based negotiation
- Understand the buyer-seller dilemma
- Find out what your negotiation tendencies are
- Identify differing negotiation styles
- Learn how to deal with difficult and deceptive negotiators
- Examine why perception of power is key
- Recognize and neutralize negotiation techniques and ploys
- Develop a process for negotiating
- Realize the importance of knowing your BATNA
- Utilize the Principled Approach