Negotiation as a process

• What do we mean by negotiation?
• Are you a potential negotiator?
• Key negotiating steps

Preparing for your negotiation

• Five keys to preparation
• Knowing your subject, knowing your counterpart, preparing your tactics
• An invaluable tool - preparation checklist

Initiating and presentation

• The importance of initiation and how to initiate
• The importance of presentation after initiation and before bargaining

Bargaining

• Developing your bargaining strategy
• Effective bargaining techniques
• How and when to avoid premature bargaining
• How to resolve impasse and deal with conflict
• Getting concessions

Closing the deal

• How to recognise closing signals
• Confirmation and follow-up

Communication and human behaviour in negotiations

• Seven steps to effective communication
• Verbal and non-verbal communication
• Learning how to listen
• Dealing with different personalities
• How to communicate to influence the other side
• Negotiating by phone or email

Team negotiations

• How to negotiate in teams

Breakthrough negotiations

• What we mean by "breakthrough strategy"

Handling international negotiations

• Recognising cultural differences
• How cultural differences affect negotiations
• Preparing for international negotiations

Dealing with conflict

• The causes of negotiating conflict
• How to assess your own conflict management style
• How to handle conflict in negotiations