Negotiation Basics

Course Duration: One day

Table of Contents:
Part 1: Getting Started
What Is Negotiation?
Negotiation—Some Practical Definitions
Identifying Opportunities for Negotiation
To Negotiate or Not—That Is the Question
Negotiation and Conflict
What Is Your Attitude Toward Negotiation?
Understanding Types of Negotiation
Reviewing the Principles of Negotiation

Part 2: Attitudes and Approaches
Negotiation Styles
The Win-Win Approach to Negotiation
The Give/Get Principle of Negotiation
Managing Conflict During Negotiation
Conflict Resolution Styles
Characteristics of a Successful Negotiator
Buy-Sell Negotiations
Reviewing Attitudes and Approaches of Negotiation

Part 3: The Process
Preparing to Negotiate
Collecting Detailed Information
Negotiator’s Guide to Preparation
The Seven Basic Steps in Negotiating
After the Agreement Is Reached
Reviewing the Process of Negotiation

Part 4: Strategies and Tactics
Negotiating Through Give to Get
Five Basic Strategies in Action
Identifying Other Negotiation Strategies
Ten Critical Mistakes to Avoid
Reviewing the Strategies and Tactics of Successful Negotiations

Part 5: Developing Your Skills
Case Study: Negotiating a Project Plan
Reviewing What You Have Learned

Addendum
Addendum to Part 1
Addendum to Part 2
Addendum to Part 3
Addendum to Part 4
Addendum to Part 5
Additional Reading
Additional Suggested Resources