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We negotiate in everything we do in our life, at
home and at work. Exhibit managers use negotiating
as a primary job tool. This program is based
on the concepts of the most powerful negotiation
practice used in businesses and governments
throughout the world. These simple steps can be of
assistance to you in your personal and professional
life at home and at work. In this session you will
learn:
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| • | The three types of interests that underlie the
positions in negotiation
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| • | Five steps to being a better negotiator
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| • | What keeps people from getting a good outcome
in negotiation
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| • | The difference between negotiation and
bargaining
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| • | The public and private reasons people agree
with you
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| • | The components of a sound and satisfying
agreement
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G. Dan Lumpkin, CMC
