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Understanding negotiation

Understanding negotiation
  • Learning Objectives
  • Why good negotiation skills are useful
  • What good negotiation is
  • What research you need to do before entering into a negotiation
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Managing negotiation
  • Learning Objectives
  • Present the offer as a proposal for discussion
  • Clarify the position, using a range of questions to help understanding of facts and emotions
  • Negotiate by bargaining, which is a ‘give and take’ way of moving forward
  • Close the deal, which will result in one of three possible outcomes
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Practising negotiation
  • Learning Objectives
  • Understanding Negotiation showed you how to do your research in preparation for negotiation.
  • Managing Negotiation showed you the process of negotiation and its possible outcomes.
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