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Negotiation Basics - Self-Directed Courseware Ref: CNB

Duration:
One day

Description:
Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving.
This book looks at all forms of negotiating, but emphasizes win-win negotiating principles and strategies. It includes new concepts, tools, and guidance, reflecting recent advances in collaboration and cooperation and new attitudes toward negotiation.

Table Of Contents:

Part 1: An Introduction to Negotiation
What Is Negotiation?
Negotiation: Some Practical Definitions
Identifying Opportunities for Negotiation
To Negotiate or Not: That Is the Question
Negotiation and Conflict
Understanding Types of Negotiation
Summary

Part 2: Negotiation: Attitudes and Approaches
Negotiation Styles
The Win-Win Approach to Negotiation
The Give/Get Principle of Negotiation
Managing Conflict During Negotiation
Conflict Resolution Styles
Characteristics of a Successful Negotiator
Case Study: A Buy-Sell Negotiation
Summary

Part 3: Negotiation: The Process
Preparing to Negotiate
Collecting Detailed Information
Negotiator's Guide to Preparation
The Seven Basic Steps in Negotiating
Step 1: Getting to Know the Negotiators
Step 2: Stating Goals and Objectives
Step 3: Starting the Process
Step 4: Revealing Disagreement and Conflict
Step 5: Narrowing the Gap Between Negotiators
Step 6: Finding Alternatives for Resolution
Step 7: Agreement in Principle, Settlement, and Acknowledgment
Reviewing the Seven Basic Steps in Negotiating
Summary

Part 4: Strategies and Tactics
Negotiating Through Give to Get
Five Basic Strategies in Action
Identifying Other Negotiation Strategies
Ten Critical Mistakes to Avoid
Summary

Part 5: Developing Your Skills
Case Study: Negotiating a Project Plan
Applying What You Have Learned

Appendix
Negotiation Preparation Checklist
Appendix to Part 2
Appendix to Part 3
Appendix to Part 4
Appendix to Part 5
Additional Reading
Additional Suggested Resources 

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