THE ART OF NEGOTIATING

THE ART OF NEGOTIATING

1. How to negotiate, strategic approach

   • Basic principles of negotiation
     • Separating people from problems.
     • Focus on interests and not positions
     • Invent options for mutual gain
     • Use objective criteria
   • Analysis of the situation
     • What we negotiated
     • Mapping the conflict
     • Study of the best alternative to a negotiated agreement (MAPAN)
     • Risk analysis
     • The analysis of the situation and the four principles of negotiation
   • Planning
     • Get information
     • Bargaining power
     • Formation of own negotiating team
     • Define strategies

2. How to trade, technical development

   • How to communicate
     • What is communication
   • Active listening
     • Body language
     • The art of questioning
     • The art of responding
     • The falsehood and error
   • Managing relationships with others
     • Activities aimed at achieving self-mastery - the table and the balcony
     • Efforts to learn
     • Activities aim to communicate information
     • Activities designed to amend the emotional state of others
     • Concepts of "status" and "role" - Transactional Analysis
     • Cooperative work
     • Face-to-face negotiations
   • Persuasion Techniques
     • Influence of narcissism
     • Desire for emotional security
     • Acquittal of the guilty feelings
     • Ego gratification
     • Interest in recreational activities
     • Lust for power
     • Desire for immortality
   • the argument
     • Del “Argumentum ad Crumenan” al “Argumentum Baculinum”.
   • The power of stories

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