Course curriculum
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1
Important Reminders Before You Start Your Training
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Daily Training Limit, Time Zone and Other Reminders
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2
Test Your Knowledge
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Test Your Knowledge
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3
Handouts
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Negotiation Skills - What is Negotiation?
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4
Module Overview and Introduction
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Module Overview - Negotiation Skills - Lesson 1
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Introduction
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5
Two Approaches in Negotiation
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Win-Lose Approach
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Win-Win Approach
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6
SECTION REVIEW: Two Approaches in Negotiation
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Section Review
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7
Win-Win Approach
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Focusing on Relationships and Interests
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Generate Options, Aim for Results
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8
SECTION REVIEW: Win-Win Approach
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Section Review
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9
Stages of Negotiation
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Preparation and Discussion
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Clarifying Goals, Negotiating Towards a Win-Win Outcome and Agreement
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10
SECTION REVIEW: Stages of Negotiation
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Section Review
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11
Failure to Agree and BATNA
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Failure to Agree
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BATNA
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12
SECTION REVIEW: Failure to Agree and BATNA
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Section Review
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13
Ten Rules of Negotiation - An Example from the Garden of Eden
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Rules 1-3
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Rules 4-7
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Rules 8-10
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14
SECTION REVIEW: Ten Rules of Negotiation
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Section Review
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15
EXERCISES
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List of Scenarios
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Scenario 1
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Scenario 1 - Questions
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Scenario 2
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Scenario 2 - Questions
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16
CASE STUDY
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Case Study: How a Small Stock Brokerage Sealed a Service Deal with a Government Fund
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Case Study - Questions
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17
Conclusion
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Conclusion
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18
Key Points
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Key Points - Negotiation Skills - Lesson 1
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19
Quiz
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QUIZ: Negotiation Skills - Lesson 1
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20
Evaluation Form
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Evaluation Form and Attendance Sheet (as required under PRC Resolution no. 1244 Series of 2020)
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