Contents

1. The Nature of Negotations

  • The high level outcomes of all negotiators should pursue and the most common strategies for doing so
  • The differences between bargaining and joint problem solving as negotiating styles
  • The movements in the symphony of joint problem solving
  • The 12 behaviors all negotiators use and how to use them strategically
  • The four most powerful techniques for creating momentum for agreement.

2. The Skilled Negotiator

  • The key differences between average and skilled negotiators
  • The three critical characteristics of skilled negotiators
  • The four opening negotiation steps that preclude downstream problems
  • How to set negotiating objectives that maintain your flexibility
  • The twelve best ways to build on common ground
  • The four key things that skilled negotiators always avoid
  • The twenty one ways to use questions to best advantage
  • When and how to caucus for maximum benefit
  • The three alternative outcomes when you negotiate with a bargainer and how to use the best one
  • How to share information without putting yourself at a disadvantage
  • How to disagree in ways to strengthen the negotiation
  • How to turn a string of no’s into a string of yes’s every time
  • The evolution of a negotiation planner and how a skilled negotiator plans
  • How to plan using our negotiation planning form
  • How to refine your plans without additional work from you
  • How to plan for internal negotiations
  • How to role play in preparation for an important negotiation
  • How to plan and debrief effectively when you negotiate in a team

3. Overcoming Obstacles

  • The seven pressure tactics, eight trap-tactics, four control tactics, and two retreat-tactics that bargainers use against unwary negotiators and how to counter them
  • The certainty of encountering these negative tactics in negotiations
  • The key characteristics of each form of agreement

4. Ongoing Improvement

  • How the personal characteristics of negotiators affect the outcomes of their negotiations
  • The three social needs to all negotiators pursue and the strengths and weaknesses associated with each need
  • How to maximize the strengths associated with your social needs
  • How to accommodate the social needs of the other party without compromising your negotiating objectives
  • How to neutralize the tactics that bargainers may attempt to exploit your social needs
  • The social need profile that is best and worst for a negotiator
  • How to sustain and further develop negotiation skills after the program

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