In some negotiations, both parties use a form of trench warfare, believing that in order to win, they have to start out from extreme positions, dribble out concessions, conceal their real motivations, put on the pressure, and wait for the other to cave in.
This course analyzes that negotiating technique and explains its limits, as well as the alternative: the mutual gains approach, which can ensure a satisfactory outcome that creates new options and maintains relationships.
Expected outcomes
How to negotiate for mutual gain
Improved negotiation skills
Harness effective negotiating strategies
More fruitful outcomes without destructive haggling
This skill path was created by Michel Ghazal
Available languages
- English
- Spanish
- Brazilian Portuguese
- Dutch
- Turkish
- French
- German
- Simplified Chinese
- Italian
