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TABLE OF CONTENTS


1 – Building A Foundation

2 - Control The Conversation

3 – Combining Logic and Structure

4 - Using The Body

5 – Using The Introduction

6 – Using The Closing

7 - Applying Transitions

8 - Question Handling Skills

9 - Managing Difficult People

10 - In Real Life

11 - Negotiation Language Options

12 – Question Handling Exercise


Chapter One –Building A Foundation

If you are in business, then you spend a lot of time negotiating. Whether the negotiations are with internal staff or external vendors, formally done or initiated on the spot, negotiations consume time and energy. And, in many cases, negotiations determine the ultimate success or failure of a project or deal.

If the result of efforts made is successful, everyone involved with a negotiation can win. The challenge comes in making negotiations work for all parties involved. That is easier said than done.

How can you help to ensure that your negotiations go smoothly? If you look across the world, you will notice that excellent negotiation results happen when negotiators possess excellent negotiation skills. Excellent negotiators are people who know their communication goals; they target their message, exude self-confidence, use easy-to-understand logic, speak clearly, apply proper body language and nonverbal gestures, interject smooth transitions, handle questions with ease, and have an effective strategy, to name a few! In short, superior negotiators apply superior communication skills. That is what I will share with you in this book.

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