Fundementals of Negotiations

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Curriculum
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Here’s a structured course, divided into three modules, each referencing a known strategy. Each module will include two main examples and practical tips for students to improve their negotiation skills.

Module 1: Roger Fisher and Principled Negotiation

1

Separate People from the Problem

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2

Focus on Interests, Not Positions

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3

Practical Tips

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Module 2: Herb Cohen and the Power of Negotiation

4

Leverage and Power Dynamics

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5

Understanding the Negotiation Process

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6

Practical Tips

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Module 3: Chris Voss and Tactical Empathy

7

Mirroring and Labeling

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8

The Accusation Audit

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9

Practical Tips

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