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Successful Negotiation: Master Your Negotiating Skills
Welcome
1 Introduction (1:42)
Deciding To Do It
2 Deciding Intro (0:29)
3 Why We Avoid It (1:46)
4 Embarrassment and Pride (4:13)
5 Yes or No (1:57)
6 Losing the Deal (6:12)
7 Being Liked (2:34)
8 When to Negotiate (2:46)
Planning
9 Planning Intro (0:22)
10 Rule #1 (5:33)
11 External or Internal (3:40)
12 Tradeables (2:23)
13 Their Weaknesses (5:38)
Opening Offers
14 Opening Intro (0:30)
15 Don't Open First (2:49)
16 Listen (1:53)
17 Setting Your Opener (2:40)
18 Round Number (2:02)
19 Flinch (3:04)
20 Ambitious Opener (7:42)
Tactics
21 Tactics intro (0:25)
22 Vice (2:08)
23 Salami (3:04)
24 Knocking the Product (1:28)
25 Reluctant Buyer or Seller (2:02)
Trading
26 Intro to Trading (0:30)
27 Win Win (2:20)
28 How to Trade (3:10)
29 Small Steps (2:11)
30 Hedge Story (6:27)
Closing
31 Intro to Closing (0:41)
32 Final Offer (1:34)
33 Split the Difference (2:59)
34 Nibble (5:11)
35 Quivering Pen (1:35)
36 Walk Away (1:46)
37 Practise (5:46)
Wrap Up
Thank You (1:07)
4 Embarrassment and Pride
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