• Enter negotiations from a position of power and confidence
• Leverage negotiating strengths, interests and alternatives – yours and theirs
• Bring empathy, assertiveness and trust to the bargaining table
• Succeed in competitive negotiations: ace high-pressure situations fairly and ethically
• Succeed in collaborative negotiations: identify common ground to achieve a winning proposition for both sides
• Succeed in complex negotiations: nurture an inclusive mindset to navigate diversity

Impact on your organization, team or business:

• Execute strategy by negotiating agreements and trade-offs
• Achieve ethical win-win deals with a variety of stakeholders
• Resolve conflicts and build strong relationships both inside and outside the organization
• Maximize value, thereby contributing to bottom-line success
• Achieve optimal outcomes for the business

Developing Your Self-Awareness as a Negotiator

• The different styles of negotiation
• Identifying your personal style; its strengths and opportunities for improvement

Styles and Types of Negotiation

• Advantages and risks of competition and cooperation
• How to choose among varying approaches and responses

Developing a Strategy

• Analyzing the situation in advance 
• Deciding on an appropriate strategic approach

Preparing for Negotiation

• Establishing your interests, priorities and limits
• Formulating a plan that will set you up for success

Employing Tactics

• Tactics to use and to expect; how to handle tactics as they arise
• Knowing when to compromise and when to walk away

Dealing with Emotions

• Managing emotions when the temperature rises in conflict or high-pressure situations

Building Power

• Identifying and strengthening your power base

Interests, Issues and Positions 

• Assessing what you really need and avoiding positional traps
• Understanding your counterpart’s positions

Avoiding Psychological Traps

• How negotiations can trigger predictable errors in decision making
• Steering clear of personal biases and other barriers that limit effectiveness

Opening and Closing a Negotiation

• Starting a negotiation without giving away too much
• Managing the end game and consolidating the agreement

Two-Party Negotiations

• How to approach and conduct one-on-one negotiations
• Getting to agreement by satisfying the needs of both parties  

Complex Negotiations

• Mapping the power differences of each party and selecting a means of communication
• Keys to effective team and multi-party/multi-issue negotiating

Ethics in Negotiation

• How to avoid acting unethically
• Detecting unethicality in others

Virtual Negotiations

• Knowing when to negotiate online
• Best practices for online negotiations