Question: 1 . Why negotiation is difficult. 2 . Closing techniques and when to use them ( splitting the difference, concession, summarizing, and prompting ) .

1. Why negotiation is difficult.
2. Closing techniques and when to use them (splitting the difference, concession, summarizing,
and prompting).
3. Differences between positional, distributive, and integrative bargaining.
4. Reservation point and BATNA.
5. BATNA and attempting to improve your BATNA.
6. Dirty tricks, what they are, and how to use them.
7. Ury's 4 Pillars of Negotiation Model.
8. Pros and cons of making the first offer.
9. Lying in negotiations.
10. How to handle deliberate deception during negotiations.
11. When to walk away from a negotiation.
12. The effect relationships can have on a negotiation.

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