## Understanding Negotiations

What’s in it for me: Learn about the GROW model and differences in Coaching and Monitoring and what it means to leading.

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## Getting prepared

What’s in it for me: What’s in it for me: Learn the key terms in Negotiation – what the terms, BATNA, WATNA, WAP, ZOPA actually mean and how they are important in the role of negotiation.

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## Laying the groundwork

What’s in it for me:  Get started with establishing the right place to kick off your negotiation and establishing the right ground and framework.

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## Exchanging Information

What’s in it for me: Kick off with the right level of information sharing and know what t share and what cards to keep to yourself.

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## Bargaining

What’s in it for me:  Learn about the Bargaining process, what to expect, techniques to try and to to break an impasse.

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What’s in it for me:  Mutual gain is the ideal win:win solution, however each party must still feel satisfied. Learn about creating a mutual gain situation, and understand what the opponent wants, you want and both parties can live with.

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## Closing the deal

What’s in it for me: Reaching a consensus at closing comes with building an agreement. This section discusses setting the terms of the agreement and how to reach the agreed consensus.

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## Dealing with difficult issues

What’s in it for me: Negotiations can get heated, with personal attacks and emotions in the way. Learn about managing these and dealing with such incidents and when it might be right to walk away.

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## Negotiating Outside the Boardroom

What’s in it for me: Adapting to small negotiations such as over the phone or by email, require a lessor process. Learn about these in this section and how to manage them.

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## Negotiating on Behalf of Someone Else

What’s in it for me: Learn about how to choose the right negotiation tea, and how to cover all bases. Dealing with Tougher questions and the next stage.

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