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Introduction
The Negotiation Game
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Negotiation Situations
Know Your Negotiation Skills
WEEK 1: Deciding to do it
What's coming up?
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What’s Stopping You?
Overcome Negotiation Fears
Avoid a Direct Yes or No
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WEEK 2: Basics of Negotiation
What’s coming up?
What is Negotiation?
BATNA
WAP
ZOPA
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WEEK 3: Preparation Part - I
What’s coming up?
Define Your BATNA.
Anticipate Their BATNA.
Use BATNA Smartly
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WEEK 4: Preparation Part - II
What's coming up?
Set your WAP
Anticipate their WAP
Anticipate ZOPA
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WEEK 5: Opening Gambits I
What's coming up?
Ask questions.
Let them offer first
Never accept the first offer
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WEEK 6: Opening Gambits II
What's coming up?
Flinch at opening offer
Use the VISE technique
Make your first offer
Concede small, not big
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WEEK 7: Middle Gambits
What's coming up?
Pinpointing imperfections
Silence is powerful
Reluctant seller and buyer
Use power of competitions
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WEEK 8: Closing Gambits
What's coming up?
Nibbling
Withdrawing an offer
Think first respond later
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WEEK 9: Roadblocks
What's coming up?
The Non-Decision makers
Impasses
Stalemates
Deadlocks
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WEEK 10: Conclusion
Summarize Key Agreement
Confirm Mutual Satisfaction
Formalize the Agreement