Lessons
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Lesson 1
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Preparing to Negotiate
Establish a Successful Mindset
Research the Other Party
Determine the Value of the Item Being Negotiated
Determine Where You'd Like Negotiations to Take Place
Establish Your Best- and Worst-Acceptable Outcomes
Research Your Best Alternative to a Negotiated Agreement (BATNA)
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Lesson 2
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Initiating Negotiation: Establishing the Ground Rules
Establish Rapport
Establish Your Status
Choose the Communication Method for Negotiation
Establish the Rules of Engagement
Set a Timeline
Establish How Negotiation Results Will Be Communicated and Implemented
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Lesson 3
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Negotiating
Encourage the Other Party to Issue the First Proposal
Make the First Proposal
Counter the Offer or Proposal
Accept an Offer or Abort Negotiations
Work Through an Impasse
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Lesson 4
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Following Through
Evaluate the Success of the Negotiation
Follow Up on the Relationship
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Lesson 5
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Negotiating in Special Circumstances
Cross-Cultural Negotiation
Cross-Generational Negotiation
Negotiation with Supervisors and Subordinates
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