THE ART OF NEGOTIATING

victor.padron230
Mind Map by victor.padron230, updated more than 1 year ago
victor.padron230
Created by victor.padron230 about 4 years ago
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Mapa mental sobre el libro El Arte de Negociar

Resource summary

THE ART OF NEGOTIATING
1 How to negotiate, strategic approach
1.1 Basic principles of negotiation
1.1.1 Separating people from problems.
1.1.2 Focus on interests and not positions
1.1.3 Invent options for mutual gain
1.1.4 Use objective criteria
1.2 Analysis of the situation
1.2.1 What we negotiated
1.2.2 Mapping the conflict
1.2.3 Study of the best alternative to a negotiated agreement (MAPAN)
1.2.4 Risk analysis
1.2.5 The analysis of the situation and the four principles of negotiation
1.3 Planning
1.3.1 Get information
1.3.2 Bargaining power
1.3.3 Formation of own negotiating team
1.3.4 Define strategies
2 How to trade, technical development
2.1 How to communicate
2.1.1 What is communication
2.2 Active listening
2.2.1 Body language
2.2.2 The art of questioning
2.2.3 The art of responding
2.2.4 The falsehood and error
2.3 Managing relationships with others
2.3.1 Activities aimed at achieving self-mastery - the table and the balcony
2.3.2 Efforts to learn
2.3.3 Activities aim to communicate information
2.3.4 Activities designed to amend the emotional state of others
2.3.5 Concepts of "status" and "role" - Transactional Analysis
2.3.6 Cooperative work
2.3.7 Face-to-face negotiations
2.4 Persuasion Techniques
2.4.1 Influence of narcissism
2.4.2 Desire for emotional security
2.4.3 Acquittal of the guilty feelings
2.4.4 Ego gratification
2.4.5 Interest in recreational activities
2.4.6 Lust for power
2.4.7 Desire for immortality
2.5 the argument
2.5.1 Del “Argumentum ad Crumenan” al “Argumentum Baculinum”.
2.6 The power of stories
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