Building Your Negotiating Foundation - Part I

1. Building Your Negotiation Pattern Vocabulary

2. The Negotiation Cycle

3. The Building Blocks of Your Least Acceptable Settlement

4. The Least Acceptable Settlement in a Competitive Environment

Building Your Negotiating Foundation - Part II

1. The LAS in a Competitive Environment From the Seller’s Point of View

2. Information to Find / Not Blab

3. Setting the Maximum Supportable Position

4. Managing the Other Party’s Perceptions

5. The 1% Solution

The Negotiating Process

1. Competitive, Zero Sum Negotiations

2. Asymmetrical Trades

3. Win / Win - Myths and Realities

4. Power Based Negotiations Negotiating Tactics and Strategy

5. Negotiating Approaches

6. Tactics and Strategies

Negotiation Strategic Planning and Concession Strategies

1. Developing a Strategic Plan for Your Negotiation

2. Concession Strategies

Negotiating Inside Your Organization

1. Framing

2. Negotiating with Open Settlement Ranges

3. Sales 101

4. Dealing with Anger

5. Problem Solving

6. Using Power