Handling Resistance - Masters of Negotiation series

The video tutorial discusses the Handling Resistance Pocketbook, authored by the speaker, which outlines eight principles for managing resistance in negotiations. These principles emphasize maintaining harmony, focusing on outcomes, leveraging personal power, staying relaxed, using silence, deploying facts, dividing issues, and employing four persuaders: credibility, crowd influence, self-interest, and fear. The tutorial concludes with advice on stepping away when unprepared or when emotions run high, highlighting the pocketbook's broader applicability beyond negotiations.

What is the first principle to keep in mind when facing resistance in negotiation?

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How can projecting personal power influence the negotiation process?

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What does it mean to meet resistance with silence, and why can it be effective?

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Explain the importance of dividing up the pie in negotiations.

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What are the four persuaders mentioned in the text, and how can they be utilized?

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In what situations should one step away from a negotiation, according to the principles outlined?

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What is the overall message of the Handling Resistance pocketbook?

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