William Garcia & Mark Kenczyk
Negotiating for Success 1 "Raise the Bar!"
2007
speech

#    Title    Time    Info  
1 Introduction 5:13
2 Try 3:35
3 Planning the First Meeting 4:34
4 Raise the Bar 3:08
5 Strengths of the Buyer 6:05
6 Win-Win and the Power of No 3:23
7 Experience Counts 4:43
8 Terms & Conditions 3:36
9 Seller's Leverage 4:02
10 The Habit and the Loop 3:57
11 Tactics 4:50
12 Strengths & Weaknesses 2:24
13 Internal Negotiating 3:03
14 Telephone Negotiating 3:17
15 Deadlocks 5:17
16 Review & Conclusion 2:23
Total time 61:01