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Establishing Baseline - Definitions, when and where negotiating occurs, how well do you negotiate? |
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Planning and Preparing - Objectives, alternatives, prioritizing, timing research, use of experts |
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Doing the Negotiation - Logistics, determining authority, assessing others negotiating style, reaching your objectives, controlling emotions, caucusing |
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Concluding Negotiations - Timing, tradeoffs, when to offer concessions, addressing impasses, when to walk away, documenting |
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Mock Negotiating - Pricing, payment terms and conditions, billing and collecting, changes, budget overruns - Exercises |
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Conclusion - Profile of a good negotiator, survival rules, win/win benefits |
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Send us questions or comments about this web site.
Lee James & Associates, 9 Wedge Way, Littleton, CO 80123, Office: (877)
738-9140, Fax: (303) 738-1009
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