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1. The Art of Negotiating

   • Is negotiating
   • Who are those who trade
     • The new rulers
     • The Spanish
     • Others
   • You need to know to negotiate

2. As negotiate strategic approach

   • Basic principles of negotiation
     • Focus on interests and not positions
     • Invent options for mutual gain
     • Separate people problems
     • Use objective criteria
   • Analysis of the situation
     • Study MAPAN
     • What do we negotiate
     • Mapping the conflict
     • Risk analysis
     • The analysis of the situation and the four principles of negotiation
   • Planning
     • get information
     • Negotiating team training itself
     • define strategies
     • able to negotiate

3. Negotiating the tactical development

   • how to communicate
     • What is communication
   • Active listening
     • The art of questioning
     • The art of responding
     • The falsehood and error
     • Body language
   • Stratagems
     • The dream of smelly goat
     • The ruse of the Trojan Horse
     • The subterfuge of the elusive turtle
     • The scheme of architect
     • The entanglement of cherries
     • The trick of cloth caps
     • The metamorphosis of the goose that lays the golden eggs
     • The procedure of flirting Negotiator
     • The ploy of the Battle of Fontenoy
     • Changing the rules
     • The farce of the hawk and the dove
     • Maneuvers over time
   • Persuasion Techniques
     • Desire for immortality
     • Acquittal of the guilty feelings
     • Desire for emotional security
     • Ego gratification
     • Interest in creative activities
     • Lust for power
     • Influence of narcissism
   • argumentation
     • Of Argumentum ad Crumenan the Argumentum Baculium
   • The power of the challenges
   • Principles of creativity
   • As managing relationships with others
     • Activities aimed at achieving self-control
     • Face-to-face negotiations
     • operational work
     • Activities aim to communicate information
     • Activities aimed at obtaining information
     • Work supervision and internal coordination
     • Activities aimed at changing attitudes
     • Status and Role
     • Activities designed to amend the emotional state

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