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Characteristics of great
negotiators
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Three critical factors in creating
a win-win outcome
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The four most important behavioral
skills
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Why preparation is the key to
success
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The role of questions in uncovering
the implicit and explicit needs of your client
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Effective listening - demonstrating
you really care about your client
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Power - ten different types of
power to gain or maintain leverage in negotiations
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Trust - the key to long-term, cost
effective relationships
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Nonverbal communication - is your
counterpart honest?
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40 customized tactics to help
purchasing managers, procurement specialists or contract
professionals execute contracts or make purchases to
maximize value for their organization and build
life-long relationships with vendors and internal
customers
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How to effectively counter the most
common strategies used against purchasing managers,
procurement specialists or contract professionals
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The best way to deal with a
"shark" and other unethical negotiators
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Three customized case studies
allowing you to put into practice what you've learned
