Course Content
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Curriculum • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA • Lay the groundwork for negotiation • Identify what information to share and what to keep to yourself • Understand basic bargaining techniques • Apply strategies for identifying mutual gain • Understand how to reach consensus and set the terms of agreement • Deal with personal attacks and other difficult issues • Use the negotiating process to solve everyday problems • Negotiate on behalf of someone else
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