Negotiation Agenda
Negotiation Agenda
GLENN ROSS SERVICES
WIN/WIN NEGOTIATION
Course Introduction and Objectives
Negotiation versus Selling
The Perception of 'Power'
The Implications of Discounting on the Company's Bottom Line
A Negotiation Structure
Trading Concessions
Exercise Sessions
Strategies and Tactics
Dealing with Deadlock
Negotiating In and With Teams
Exercise Sessions
Analysis and Feedback
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