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