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Principled Negotiation Basics
Interests over positions, BATNA, and trades that grow the pie.
Inside this lesson
- Separate the buyer's underlying interests from the positions they state.
- Identify your BATNA and let it set a clear, honest walk-away point.
- Create value with trades that enlarge the deal instead of splitting it zero-sum.
- Negotiate fairly and transparently, rejecting pressure and deception.
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Educational training content only - not legal, financial, or professional advice, and not a promise of any sales result, income, or quota outcome. Examples are illustrative and use hypothetical data. This course teaches ethical selling; it does not endorse deception, coercion, or manipulation. Third-party names are used descriptively and imply no affiliation.