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    Negotiation Module1 Part1

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    Guilherme Artuzi
    This document outlines the modules of a course on business communication and negotiation. The course introduces principled negotiation techniques based on the book "Getting to Yes" and explores how to define negotiation, differentiate it from selling, consider different perspectives, address emotions, plan effectively, and work with varied styles over the course of 4 modules. The objectives are to learn the basics of principled negotiation, alternatives to it, how it differs from selling, and techniques from experts in the field.

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    Negotiation Module1 Part1

    Uploaded by

    Guilherme Artuzi
    18 views25 pages
    This document outlines the modules of a course on business communication and negotiation. The course introduces principled negotiation techniques based on the book "Getting to Yes" and explores how to define negotiation, differentiate it from selling, consider different perspectives, address emotions, plan effectively, and work with varied styles over the course of 4 modules. The objectives are to learn the basics of principled negotiation, alternatives to it, how it differs from selling, and techniques from experts in the field.

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    Negotiation Module1 Part1

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    This document outlines the modules of a course on business communication and negotiation. The course introduces principled negotiation techniques based on the book "Getting to Yes" and explores how to define negotiation, differentiate it from selling, consider different perspectives, address emotions, plan effectively, and work with varied styles over the course of 4 modules. The objectives are to learn the basics of principled negotiation, alternatives to it, how it differs from selling, and techniques from experts in the field.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    18 views25 pages

    Negotiation Module1 Part1

    Uploaded by

    Guilherme Artuzi
    This document outlines the modules of a course on business communication and negotiation. The course introduces principled negotiation techniques based on the book "Getting to Yes" and explores how to define negotiation, differentiate it from selling, consider different perspectives, address emotions, plan effectively, and work with varied styles over the course of 4 modules. The objectives are to learn the basics of principled negotiation, alternatives to it, how it differs from selling, and techniques from experts in the field.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    of 25

    Business Communication for Career

    Readiness

    The Art of Negotiation


    Module 1

    with Sue Robins, M.S.

    Principled Negotiation

    Principled Negotiation

    Roger Fischer & William Ury


    Authors of
    Getting to Yes

    Principled Negotiation

    Principled Negotiation
    Create a deal thats good for both parties

    Principled Negotiation
    Create a deal thats good for both parties
    Glad to do business again

    Module 1
    Defining and describing negotiation

    Module 1
    Defining and describing negotiation
    How negotiation differs from selling

    Module 1
    Defining and describing negotiation
    How negotiation differs from selling
    Different perspectives

    Module 2
    How negotiations proceed

    Module 2
    How negotiations proceed
    Value and fairness

    Module 2
    How negotiations proceed
    Value and fairness
    Emotional roles

    Module 3
    How you are involved

    Module 3
    How you are involved
    Successful negotiations

    Module 3
    How you are involved
    Successful negotiations
    Working with different styles

    Module 4
    Planning and preparing

    Module 4
    Planning and preparing
    Frameworks and alternatives (BATNA)

    Module 4
    Planning and preparing
    Frameworks and alternatives (BATNA)
    Interviews

    Check out the Resource


    Materials in the Course

    Module 1 Objectives
    Basics of principled negotiation

    Module 1 Objectives
    Basics of principled negotiation
    Alternatives to principled negotiation

    Module 1 Objectives
    Basics of principled negotiation
    Alternatives to principled negotiation
    Differentiate between negotiation and
    selling

    Module 1 Objectives
    Basics of principled negotiation
    Alternatives to principled negotiation
    Differentiate between negotiation and
    selling
    Learn from experts

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