About Course

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Course Content

Tutor Topics

  • ‘The Hedge Story’
  • Ask Questions and Listen
  • Being Liked
  • Don’t Open First
  • Fear of Losing the Deal
  • Final Offer
  • How to Practise
  • How to Set Your Opening Offer
  • How to Trade
  • Instead of Yes/No
  • Introduction
  • Knocking the Product
  • Not a Round Number
  • Overcoming embarrassment and pride
  • Reluctant Buyer/Seller
  • Rule #1 – NEVER break it!
  • Should You Walk Away?
  • Small Steps
  • Split the Difference
  • Internal vs External Factors
  • The Ambitious Opener
  • The Flinch
  • The Meaning of Win/Win
  • The Nibble
  • The Quivering Pen
  • The Salami
  • Thinking About Their Weaknesses
  • Tradeables
  • When Your ‘Negotiating Light’ Should Switch On
  • Why we avoid it
  • Wrap Up
  • The Vice
Available on:
Soft Skills
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