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Negotiating: Gaining Control

Total Time: 3 hour(s)

This course outlines the different types of opponents commonly faced in negotiations. It also explains how to appeal to the emotions of these opponents, how to use goodwill to succeed, and how to gain and use negotiating power. Finally, this course covers some good and bad negotiating habits and some methods of controlling the negotiating process.

After completing this course, students will be able to:
Identify common types of negotiating opponents
Appeal to opponents' selves and emotions
Build goodwill with an opponent
Gain power in a negotiation
Distinguish between good and bad negotiating habits
Control the negotiation process

Identifying Your Opponent's Type
Appealing to Your Opponent
Appealing to Emotions
Building Goodwill
Getting Power
Good and Bad Negotiating Habits
Controlling the Process

Technical Requirements: 
P500+ Processor, 128MB of RAM; Windows 2000, 2003, XP, Minimum screen resolution 800x600, Internet Explorer 5.5 or higher; Windows Media Player 9.0 or higher; Flash 8.0 or higher; 56K minimum connection; broadband (256 kpbs or higher) connection recommended; Javascript, DHTML and cookies enabled; Sound card with speakers or headphones strongly recommended.

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