Negotiation Mastery. — Learning Path Steps
- Understanding the Basics
- BATNA (Best Alternative to a Negotiated Agreement)
- ZOPA (Zone of Possible Agreement)
- Reservation Price
- Negotiation Styles
- Preparing for Negotiation
- Setting Objectives
- Researching the Other Party
- Identifying Interests
- Determining Concessions
- Building Rapport and Establishing Trust
- Active Listening
- Nonverbal Communication
- Empathy
- Building Common Ground
- Opening the Negotiation
- Setting the Tone
- Making the First Offer
- Asking Open-Ended Questions
- Active Listening
- Creating Value
- Identifying Shared Interests
- Brainstorming Solutions
- Expanding the Pie
- Trade-offs and Concessions
- Managing Conflict
- Understanding Different Conflict Styles
- Managing Emotions
- Finding Common Ground
- Using Mediation Techniques
- Closing the Negotiation
- Summarizing the Agreement
- Getting Commitment
- Handling Objections
- Formalizing the Agreement
- Reviewing and Reflecting
- Analyzing the Outcome
- Identifying Lessons Learned
- Continuous Improvement
- Seeking Feedback
