Principled Negotiating
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Principled Negotiating
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3 days
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The Principled Negotiating program will increase your confidence and effectiveness in negotiating. We combine principled negotiating, developed by the Harvard Project on Negotiation, with structured negotiating, which facilitates and enhances the efficiency of the negotiation process. By increasing your awareness of the process and the best possible action at each stage, and by preparing systematically and applying the right negotiation rules, you will learn to achieve far better results while at the same time maintaining high ethical and professional standards.
The Principled Negotiating program is a tough process of practice and feedback. We use a special video technique that ensures that everybody sees what they and their colleagues do. Target groups should be serious price, position, politic and process negotiation teams.
SEMINAR FOCUS AREAS:
· Negotiation as a phased process
· Principled Negotiation vs. positional bargaining
· Positions and Interests
· Relevant standards
· Options and alternatives
· Tactical negotiations
· Negotiating as a team process
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