• prepare their negotiations and formulate strategies for success
• identify different negotiating styles
• adapt techniques to other cultures and languages
• assess the balance of power and authority
• set attainable goals and objectives
• control the situation
• separate the people from the problem
• seek and find creative solutions to complicated problems
• recognize, utilize and react to a host of negotiating tactics
• control time and emotions
• handle telephone negotiations
• effectively break deadlocks
• foster long-term, constructive, business relationships
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