Professional Negotiation: Psychology


reintroduction and review of Basic Negotiation concepts
• advanced purchasing negotiation strategy
• psychologically based strategy and techniques
• advanced communication skills in relationship building
• taking and maintaining the initiative throughout the negotiation
• negotiating effectively in teams/assigning roles properly
• evaluating and managing cultural differences in a negotiation
• proven buyer tactics (the entire tactic spectrum)
• recognizing negotiation “games” and/or using them yourself
• advanced resistance management – moving beyond positions, tricks and games
• more on dealing with difficult negotiation partners (monopolists, etc.)



We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead to your career advancement.


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