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Negotiation
Curriculum
5 Sections
24 Lessons
10 Weeks
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Chapter 1: Negotiating for Life
3
1.1
When Am I Negotiating?
10 mins
1.2
The Six Basic Skills of Negotiating
10 mins
1.3
Handling All Sorts of Negotiations
10 mins
Chapter 2: Knowing What You Want
4
2.1
Creating Your Vision
10 mins
2.2
Deciding How You Are Going to Achieve Your Vision
10 mins
2.3
Preparing Yourself for Negotiation
10 mins
2.4
Defining Your Space
10 mins
Chapter 3: Setting Goals
4
3.1
Setting a Good Goal
10 mins
3.2
Separating Long-Range Goals from Short-Range Goals
10 mins
3.3
Setting the Opening Offer
10 mins
3.4
Breaking the Stone Tablet
10 mins
Chapter 4: Asking the Right Questions
4
4.1
Tickle It Out: The Art of Coaxing Out Information
10 mins
4.2
Asking Good Questions: A Real Power Tool
10 mins
4.3
Dealing with Unacceptable Responses
10 mins
4.4
Look for Evidence of Listening
10 mins
Chapter 5: Closing the Deal
9
5.1
Good Deals, Bad Deals, and Win-Win Negotiating
10 mins
5.2
Concessions versus Conditions
10 mins
5.3
What It Means to Close a Deal
10 mins
5.4
Understanding the Letter of the Law
10 mins
5.5
Recognizing When to Close
10 mins
5.6
Knowing How to Close
10 mins
5.7
Barriers to Closing
10 mins
5.8
Closing When It’s All in the Family
10 mins
5.9
When the Deal Is Done
10 mins
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