Course Contents

Course Contents     Course Contents     Course Contents     Course Contents

 
   Chapter 1: Introduction
  1.1 Characteristics of a Negotiation Situation
1.2 The Model
1.3 Time and Energy
1.4 The Climate
1.5 Procedure
1.6 Geography

 Chapter 2: Preparation for Negotiation
2.1 Preparing to Negotiate
2.2 The A4/A5/A6 P

2.3 Team Preparation

Chapter 3:The Phases of a Negotiation 

3.1 Exploration – Starting Position
3.2 Bidding
3.3 Bargaining – The Outset
3.4 Settling
3.5 Preparation for Negotiation
3.6 Preparation for Constructive Negotiations
3.7 Major Negotiations
3.8 Lateral versus Vertical Negotiating
3.9 Summary
3.10 Review of Module3

Chapter 4: Tactics
4.1 How Do You Get A Recess?
4.2 Personal Impact
4.3 Teamwork
4.4 Danger Signals
4.5 Progress Review

Chapter 5: Case Study Brief
5.1 The Cancelled Contract
5.2 Brief for Buyinco

Chapter 6: Self Assessment Tests
6.1 Course Evaluation
 

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