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Basic Negotiation Skills
Module 1 : An Overview of Negotiation Skills
Learning Unit 1 - What is Negotiation?
Learning Unit 2 - A Definition
Learning Unit 3 - The Nature of Negotiation
Learning Unit 4 - When Do We Negotiate?
Module 2 : Factors Affecting Negotiation
Learning Unit 1 - Formal Situation of Negotiation
Learning Unit 2 - Informal Situation of Negotiation
Learning Unit 3 - Place of Negotiation
Learning Unit 4 - The Influence of Time
Module 3 : Subjective Factors Determining Outcome
Learning Unit 1 - Influence
Learning Unit 2 - Categories of Influence
Learning Unit 3 - Persuasion
Learning Unit 4 - Persuasive Skills bibliography
Module 4 : Stages of Negotiation Process
Learning Unit 1 - The Definite Sequence of Discussions
Learning Unit 2 - Preparation
Learning Unit 3 - The Negotiation Phase
Learning Unit 4 - Implementation
Module 5 : Negotiation Strategies
Learning Unit 1 - Initial Strategies
Learning Unit 2 - During the Discussion
Learning Unit 3 - Reaching Agreement
Learning Unit 4 - In case of Deadlock
Assessment
Ed Brodow’s Articles
Negotiating Skills For Managers (Book Review – Registration reguired)
Books on Negotiation
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