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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