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LinkedIn Learning

Strategic Negotiation

via LinkedIn Learning

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Overview

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Learn a systematic process for conducting your next major negotiation—whether it be negotiating a contract, additional resources for a project, or the purchase of a company.

Syllabus

Introduction
  • Intentional negotiation
1. Assess the Situation
  • Defining the context of the negotiation
  • Understanding relationships in negotiation
  • Choosing a negotiation style
  • Emotion and fairness in negotiation
2. Gather Data
  • Understanding players and positions in negotiation
  • Structuring a deal in negotiation
  • Anchoring a deal in negotiation
3. Make a Deal
  • Defining your goals in a negotiation
  • Sequencing a deal in a negotiation
  • Negotiation techniques
4. Measure and Adjust
  • Assessing what happened in a negotiation
  • Changing your approach in a negotiation
  • Setting up for future deals
Conclusion
  • Avoiding common negotiation pitfalls
  • Preparing for negotiation success

Taught by

Mike Figliuolo

Reviews

4.7 rating at LinkedIn Learning based on 2258 ratings

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