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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