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60 Minutes of "How-To" Video Clips on How To Negotiate!

Product Information

The purpose of Negotiations Handbook  is to make you a better negotiator for yourself and your Company. The first step is to review some basics about what it takes to negotiate well; the second part reviews your skills and discusses some of the proven approaches to improve your performance for yourself, your organization, and your family; the final part is a series of three cases for your analysis and to test out your skills. You have taken the most important step, however, by using this disc--opening your mind to new ideas and new approaches. Good negotiating!


Subjects Covered

• Negotiate On The Merits
  
  
• Negotiation Skills
  
  
• Negotiation Talents
  
  
• Advice
  
  
• Don'ts
  
  
• Beware Of These Tactics
  
  
• Your Negotiating Patterns
  
  
• Auctions
  
  
• Mangers
  
  
• When Hiring People
  
  
• Collecting Money
  
  
• How To Think About The Issues

Includes

One hour of video, using real business people, not actors,, to demonstrate the right and wrong way to negotiate with others.

Video #1

• The Volvo Sale: Issues Of Status And Discretionary Income
  
  
• Wrong Approach: Salesman Is Rude, Not Caring, Not Listening; No Future Deal
  
  
• Right Approach: Salesman Is Pleasant, Listening, Understanding; Future Deals Are Likely

Video #2

• The Chevy Sale: Issues Of Value, Money, and Empathy
  
  
• Wrong Approach: Salesman Does Not Give Weight To Concerns Of Buyer
  
  
• Right Approach: Salesman Listens, Understands, Acts Accordingly, Gets The Sale

Video #3

• Impact Of Me-ness
  
  
• The House By The Lake: Broker Misses Clues, Suffers From Me-ness

Video #4

• Negotiate On The Merits

Video #5

• Negotiating On The Merits: Clues, Client Types, and Opportunities

Video #6

• The Negotiation Skill Set
  

Video #7

• Negotiation Talents
  

Video #8

• The Negotiation Don’ts
  

Video #9

• Beware Of These Tactics
  

Video #10

• Negotiations Patterns
  

Video #11

• Managers
  

Video #12

• Hiring People
  

Video #13

• PMI Thinking

Video #14

• Union/Management Case Study

System Requirements

• Windows 95, 98, Me, 2000, XP
  
  
• Pentium processor
  
  
• 16MB available RAM
  
  
• 15MB available hard drive space
  
  
• Monitor set-up: 800x600, 16-bit (thousands of colors)
  
  
• CD-ROM Drive