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Title: Recognizing and Dealing With Tactics
Running time: 21:26
Description: Many people view negotiating as simply using tactics against the other party. The effective negotiator can immediately recognize these tactics and deal with the subtle leverage they're meant to apply. This program introduces a four-step process for dealing with tactics, and analyzes over 50 tactics commonly seen in negotiating sessions. Each tactic is labeled, described, and analyzed for what it's trying to do to the other party. In addition, each tactic is mapped to the appropriate DISC styles for effectiveness. Being able to identify and handle tactics is a critical skill in successful negotiating.
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