Topic 1

The Who, When And How Of Negotiation

• What we mean by negotiation
• Negotiation Styles
• Dominant Negotiating Strategies
• Your Personal Style
• Reflection

Topic 2

Preparing To Negotiate

• Know your BATNA
• The Zone of Possible Agreement (ZOPA)
• The Importance of Authority
• Reflection

Topic 3

Becoming A Principled Negotiator

• Introductions
• Separate people from the problem
• Interests vs Positions
• Mutual Gain – growing the pie
• Objective criteria
• Reflection

Topic 4

Bargaining and Closing

• Distributive and Integrative Bargaining
• Negotiation Tactics
• Making Concessions
• Agreement Finalization
• Reflection

Topic 5

Challenges

• Power in Negotiation
• Integrity – The Ethics Test
• Reflection

Topic 6

If We Can’t Meet Can We Still Negotiate?

• Telephone Negotiation
• Email Negotiation
• Reflection

Topic 7

Reflections

• Create an Action Plan
• Accountability = Action