Results of Effective Probing and Crunching

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What You'll Learn
  • Identify results of effective probing and crunching

Results of Effective Probing and Crunching

  • Maintains control of agenda
  • Keeps parties engaged in productive dialogue
  • Isolates real areas of interest and concern
  • Uncovers hidden fears and objections
  • Achieves minor agreements
  • Allows gracious way to say “no”

 

 

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Crunch Maneuvers BNP 13: Be ready to challenge first offers BNP 16: Use the power of The Negotiator’s Probe to explore and create options Bargain Stage
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