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Advance Negotiation

Content Overview:

• Principles of modern negotiation. Negotiation models: Harvard school to Ury/Fischer.
• Conflicts. Inevitability of the conflicts. Fields, actors, types.
• Games in negotiation: win-lose, lose-lose, win-win. Implications, application, consequences.
• The three principles: ”without objective basis”, “nobody has it all” and “nobody lack of everything”. Implication, application, consequences.
• Methods to take advantage of the conflict.
• Case Study.

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