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.

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