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Hi I'm Dr. Robert Lussier, Professor Emeritus at Springfield College.
I have more than 475 publications with 8,000 plus
Google Scholar citations, with book sales exceeding 2 million copies
including a leadership book that
this presentation is based on. I'm also a visiting professor through
my Publish do not perish, I go to universities around the globe
to improve student and faculty ability to get published.
See my website publishdonotperish.com for more details.
In this talk, I'm going to be discussing how to successfully negotiate
a bargain that provides a good deal for both parties.
You have to negotiate in both your personal and professional life such as getting a job.
Now negotiation is the process in which
two or more parties attempt to come to an agreement or make a deal.
If there is a set 'take it or leave it' deal,
such as a retail price, there is no negotiation.
Now the goal of negotiation ideally is
that all parties should believe they got a good deal.
Unfortunately, not many people are born with great negotiation skills.
But the good news is that negotiation skills can be
developed following the steps in the negotiation process.
The negotiation process has three or possibly four steps.
The first thing we have to do is plan,
then we do the actual negotiation,
and there may be a postponement of
the negotiation and we either come to an agreement or we don't.
We're going to talk about each of these four steps individually.