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Library 1 : End User Business Development

Negotiating Series

Total Time: 16 hours

Negotiating: Negotiating Techniques4 hoursNGOC01
Negotiating: Negotiating Techniques shows how to communicate and evaluate the competition in a negotiating situation.
  • Developing a Plan
  • Assessing the Opposition
  • Opening the Negotiation
  • Using Language
  • Using Body Language and Props
  • The Timing of Negotiations
  • Asking Questions
  • Using the Written Word
  • Negotiating Techniques


Negotiating: Gaining Control4 hoursNGOC02
Negotiating: Gaining Control outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.
  • Identifying Your Opponent's Type
  • Appealing to Your Opponent
  • Appealing to Emotions
  • Building Goodwill
  • Getting Power
  • Good and Bad Negotiating Habits
  • Controlling the Process


Negotiating: Closing the Deal4 hoursNGOC03
Negotiating: Closing the Deal explains how to get past emotional blocks into the final stages of offers and counteroffers to close a negotiation.
  • Dealing with Anger
  • Dealing with Fear
  • When Things Get Personal
  • Offering and Counteroffering
  • Closing the Negotiations


Negotiating: Everyday Negotiations4 hoursNGOC04
Negotiating: Everyday Negotiations examines some common negotiating situations to apply general negotiating techniques.
  • Buying or Selling a Home
  • Buying or Selling Real Estate
  • Agreeing on a Lease
  • Buying or Selling a Car
  • Getting a Raise
  • Getting a Loan
  • Returning a Purchase

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