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2827-Negotiation Strategy-2425_S1
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2024/25-Masters
1Sem
2827-2425_S1
General
Syllabus - Negotiation Strategy S1 - 2024/25
Syllabus - Negotiation Strategy S1 - 2024/25
Syllabus - Negotiation Strategy S1 - 2024/25
Click
SYLLABUS_NEG_STR_CEMS-MIM_LAC_2024-2025.pdf
link to view the file.
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Negotiation Strategy Contacts
Important notes I Negotiation Strategy S1 - 2024/25
A typical exam
“Auctions and Bidding”
“What Really Matters in Auction Design”
Slides of Session 1
"Price Negotiations - The Distributive Dimension of Bargaining"
“Bargaining, Communication and Limited War”
“An Essay on Bargaining”
Slides of Sessions 2-3
Slides of Session 4
Slides of Session 5
Slides of Session 6
"Managing Long-Term Business Relationships"
Reading: Six Habits of Merely Effective Negotiators
Dierickx Managing Long-Term Relationships
Slides of Session 8
Negotiation Strategy Contacts ►
2827-2425_S1
General
Session 1 and 2 - INTRODUCTION TO COMPETITIVE BIDDING
Session 3 - SINGLE-ISSUE NEGOTIATIONS
Session 4 and 5 - PACKAGE DEALS
Session 6 - INTERNAL NEGOTIATIONS
Session 7 - DEAL STRUCTURE
Session 8 - MANAGING ONGOING RELATIONSHIPS
Session 9 - MASTERING PROCESS FUNDAMENTALS
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