Knowledge about fundamental negotiations, preparing for a negotiation.
- The fundamental framework negotiations;
- Two types of negotiations;
- Real sources of power;
- Multipharty transactions;
- Steps for preparing for a negotiation;
- Tips for setting the time and place;
- Establishing the right tone;
- Tips for getting off to a good start;
- Sales negotiation planner;
- Best alternative to negotiated agreement BATNA;
- Differencesin gender and culture;
- Difficulties in communication;
- Zon of possible agreement ZOPA;
- Steps for closing the deal.