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The Process of Negotiation
Understanding the negotiator’s role
Objectives in negotiation
Key stages of the process
Communication Skills of the Effective
Negotiator
Giving information
Assessing information
Reading signals
Planning a Negotiation
Making a plan.
Setting goals
Reviewing assumptions
The Meeting
Working through the meeting/discussion process
Obtaining vital information
Probing in order to develop understanding
Making proposals and giving and receiving
concessions
Reaching agreement
Breaking Deadlock
Overcoming obstacles to agreement
Deadlock breaking techniques
How
to Use what You've Learnt
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