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Negotiation skills - Your Key To Get More!
First Section: What is it and why it is so important?
Before we start - Discover the most important Key Success Factor (2:33)
What is a "Negotiation" and how do I know that I am there? (2:39)
When to start negotiating and when and how to postponed it (3:02)
Why it is so important to avoid "Zero sum games" and how to do it? (2:17)
What is the difference between "positions" and "interests" and how to bring it to the table. (2:55)
Preparation and knowing your opponent personal style, alternatives, pains and limits. (2:55)
Good will and personal rapport. (2:29)
Be soft before the negotiation and though at the negotiation moments! (3:19)
Section Summary (1:39)
Second Section: How to manage the negotiation meetings
Time is money! Lets manage it carefully. (3:28)
Start high! Your first price is your anchor. (3:07)
If you can live without it.... you'll better negotiate on it! (3:24)
There is always a tomorrow... the best way to win is to "loose"! (2:20)
Some creativity will always help you! (2:43)
Section summary - Self control, focus and creativity (1:32)
Third Section: The STAIRS methodology - The heart of the process.
What is the "STAIRS" methodology? (4:18)
Before you reduce the price offer them an Extra... and then take it back. (5:27)
The difference between "The last price" and "Last for today". (5:13)
How to go down the stairs without falling?
Fourth Section: Closing your negotiations
Enjoy the power of silence (2:01)
Reinforce your closings (2:48)
How to bring them to the sweet point of no return (3:23)
Course summary (5:09)
Some personal last words (1:38)
Before you reduce the price offer them an Extra... and then take it back.
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