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Course 411002 - Getting to Yes - Negotiation Techniques
  Course Description
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This Course is based on the book Getting to Yes: Negotiating Agreement Without Giving In
by: Roger Fisher & William Ury   (1991 )
Field of Study: Communication & Sales
CPE Credit: 15 Hours
Level: Basic
Prereqs: None
State Exceptions: Not Accepted in CA DC ID LA NC NM OK & VT
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Your Price:
Exam Only $89.00

This course is based on a book which is not included in this price. You are responsible for obtaining a copy of this book. We no longer sell books, but have included a link to for your convenience.
*Courses must be completed for CPE credit within one year of the date of

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Course Description:
Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict--whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international,

Course Topics:
Why Bargaining Over Position is Bad Separate the People From the Problem
Focus on Interests Not positions Invent Options for Mutual Gain
Objective Criteria Negotiation When the Other Side is More Powerful
Getting Them to Play by the Rules Dirty Tricks
The Importance of Perceptions Brainstorming
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