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RESOURCES
Howard Raiffa
The Art and Science of Negotiation (Book Review)
An analytical and mathematical approach in deriving creative solutions to a negotiation problem. Offers practical guidelines in understanding your counterparty's perspective. Level: Advanced Categories: Business, Academic Publication Date: 2006-11-29
Conflict Negotiation: Psychological Dynamics
Negotiation conflict can often stem from psychological reasons that can make a negotiator become defensive. Discover the reasons for this conflict and how you can learn to de-fuse negative behaviour during your negotiations.
David Wachtel
Sales Training: How to Negotiate Price
Before you jump in with both feet and negotiate price, how do you know that you've prepared for success? Understand the difference between the "what" and "whys" when you negotiate on price. Prepare questions to better understand how to achieve an optimal negotiated outcome that includes your price.