In Impact Negotiation Level 1: Two businessmen, each representing his own high tech production company, square off in their efforts to each obtain a common shipment of aloe plants for their own company. Both men need the whole shipment of plants. Each has urgent need for the plants that are a matter of life and death. The two men know one another and have had a troubled relationship in the past, making their negotiation even more difficult.
This DVD teaches you:
. To determine the real questions that need answers
. That real issues are not a statement of polarized positions
. Determining issues helps to frame entire negotiation
. This constitutes the agenda for the process
. To prioritize issues in terms of importance
. State as questions to encourage creativity
. Changing the question changes the answers/how to frame positions as issues to create value
. This promotes tough analysis and compassion
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