Module 9B Some Tricks that Skilled Negotiators Use

Instructor

Dr. D Smith

Intro to Negotiation

Major Causes of Conflict

The Five Modes of Responding to Conflict

Rational vs. the Emotional Components of Negotiation

Two Most Important Kinds of Bargaining

Integrative or Win-Win Bargaining

Planning for the Negotiation

Negotiation is a sequence of events

The Intangibles

Some Tricks that Skilled Negotiators Use

What if I want “to win”

Is it ethical to “lie or bluff”

Final Thoughts

Appendix

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