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Learn skills and tactics that can help you succeed in every negotiation, whether you're asking for a raise or buying a car.
Overview
Syllabus
Introduction
- Everyone needs to negotiate
- Identify your reasons for avoiding negotiation
- Overcome embarrassment and pride to negotiate
- Negotiate without lying
- Stop your fear of losing the deal
- Instead of yes or no, negotiate
- Spot seven signs that you should negotiate
- Set your limit and stick to it
- Determine your limit vs. your opening offer
- Prepare your tradables
- Prepare their weaknesses
- Don't open first
- Calculate your opening offer
- Watch for the flinch
- Don't use round numbers
- Try the vice technique of negotiation
- Try knocking the product
- Try the reluctant buyer technique
- Try hiding the value of tradables
- Try the salami technique
- Try time pressure
- Get to win-win with tradables
- Use trading to get a better deal
- Use small steps
- Learn from an example of poor negotiation
- Identify weak spots in negotiation
- Avoid final offers
- Avoid splitting the difference
- Watch out for the nibble technique
- Learn to manage the quivering pen technique
- Know when to walk away from a deal
- Pratice with low-risk negotiation
- Continue to grow your skills as a negotiator
Taught by
Chris Croft
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