Negotiation Skills | Give More, Get More! Module 2 | Competitive Negotiations: Claiming Value

Here are the discussion topics that you will find in this title :

• Welcome (0:18)
• About André (0:19)
• You Will Learn . . . (1:11)
• One Orange (0:15)
• Two Sisters (0:45)
• Your Negotiation Style (1:14)
• What's the Situation? (0:50)
• Compete or Cooperate? (0:57)
• Competitive Negotiations (0:35)
• Setting Your Target (1:19)
• First Offers (0:03)
• Who Goes First? (0:53)
• Anchors (1:24)
• Assess Your BATNA (1:8)
• Your "Walkaway" Point (0:50)
• Estimate the ZOPA (0:37)
• A Typical Deal (1:6)
• Knowing Their Walkaway (0:28)
• Preparing to Compete (1:13)
• An Easy Deal? (0:14)
• Winner's Curse (0:40)
• Making Concessions (0:44)
• Agreement (0:52)
• Thank You (0:47)
• Next Steps . . .