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1

Negotiation: main concepts and issues: Negotiation Main Phases, Negotiation Main Elements and concepts

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2

Preparation as a key element in negotiations;

Relationship, Process and Communication as relevant tools besides substance

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3

Strategic Approach to Negotiation: the negotiation dilemma of value capturing vs. value creation; win-win vs win-lose

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4

Interests are the raw materials for negotiations.

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5

Commitments and Alternatives in the final part of the negotiation

Negotiation Tactics and Influence roles in negotiations; Brief discussion of Ethics