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Negotiation Strategies and Techniques

Content Overview:

• Conflict. Concept. Disagreement sources. Conflict factors and models.
• Negotiation concept. Definition. Basic principles. The negotiation as a primary technique for the resolution of conflicts.
• Negotiation strategies. “When”, “How” and “Where” strategy types.
• Negotiation styles and methods.
• Stages of the negotiation process. Planning, opening, expectations, agreement.
• Resources of the negotiator. Power. Types. Sources. The essence of power. Commitment, knowledge, legitimacy.
• Pressure types and tactics. Offensive and defensive instruments.
• Strategies to accomplish an agreement. Negotiation results. Satisfaction of the parties. BATNA: Best Alternative to a Negotiated Agreement.

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