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Sales Management

548 learners

Creating and Mastering Control in Negotiations

In "Never Split the Difference," Chris Voss emphasizes the significance of creating perceived control during negotiations. This course will explore methods to subtly guide conversations, encourage collaboration, and maintain command by utilizing strategic questioning, framing, and observation techniques.

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4 lessons

12 practices

1 hour

Using Questioning

Lessons and practices

Lesson 1: The Illusion of Control

Navigating Negotiations with Calibrated Questions

Practicing Calibrated Questions for Seamless Collaboration

Mastering Negotiations with Calibrated Questions

Lesson 2: Adaptive Decision-Making

Crafting Collaborative ROI

Adaptive Decision Making in Practice

Transforming Integration Challenges into Success

Lesson 3: Framing Realities and Leverages

Mastering High-Stakes Negotiation with Strategic Framing

Navigating the Integration Waters

Crafting Value Beyond Numbers

Lesson 4: Behavioral Indicators

Navigating the Unspoken in Negotiations

Decoding Doubts and Mastering Verbal Cues in Negotiation

Mastering Crisis Conversations Leveraging Incongruence and Reassurance

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