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About Negotiations Handbook
Learn the right way to negotiate so you get what you want! In one hour of video, real-life executives demonstrate the right and wrong ways of negotiating in personal and corporate situations. Instructions on separating the issues from the people, identifying your interests, proposing options, and keeping the end in mind. Contents: 1. The fundamentals 2. Negotiate on the Merits 3. Negotiations Skills 4. Negotiation Talents 5. Advice 6. Don'ts 7. Beware of These Tactics 8. Your Negotiating Patterns 9. Auctions 10. Managers 11. When Hiring People 12. Collecting Money 13. How to Think About the Issues 14. Suggested Readings Appendix: List of Clickable Videos •Video One: Volvo Sale •Video Two: Chevy Sale •Video Three: Impact of me-ness •Video Four: Negotiate on the Merits •Video Five: Clues, Client Types & Opportunities •Video Six: The Negotiation Skill Set •Video Seven: Negotiation Talents •Video Eight: The Negotiating Don'ts •Video Nine: Beware of These Tactics •Video Ten: Negotiations Patterns •Video Eleven: Managers •Video Twelve: Hiring People •Video Thirteen: PMI Thinking •Video Fourteen: Union/Management Case Study
