Introduction to negotiation
The win/win cliché
The importance of power and leverage
The importance of objectivity and knowledge
Understanding and defining needs
Starting and managing the negotiating meeting
Common tactics and how to deal with them
Post negotiation
Assessing your negotiating style
The ethics of negotiation
The idea of BATNA and knowing when to talk away
Preparing to negotiate
Identifying, valuing and trading variables
Fact finding, probing for information and testing ideas
Reaching agreement and closing
