Module 1 - Introduction

Module 1 - Getting Started

Module 1 - Workshop Objectives

Module 2 - Understanding Negotiation

Module 2 - Types of Negotiations

Module 2 - The Three Phases

Module 2 - Skills for Negotiations

Module 2 - Case Study

Module 2 - Video

Module 2 - Quiz

Module 3 - Getting Prepared

Module 3 - Establishing Your WATNA and BATNA

Module 3 - Identfying Your WAP

Module 3 - Identifying Your ZOPA

Module 3 - Personal Preparation

Module 3 - Case Study

Module 3 - Video

Module 3 - Quiz

Module 4 - Laying the Groundwork

Module 4 - Setting the Time and Place

Module 4 - Establishing Common Ground

Module 4 - Creating a Negotiation Framework

Module 4 - The Negotiation Process

Module 4 - Case Study

Module 4 - Video

Module 4 - Quiz

Module 5 - Phase One: Exchanging Information

Module 5 - Getting Off on the Right Foot

Module 5 - What to Share

Module 5 - What to Keep to Yourself

Module 5 - Case Study

Module 5 - Video

Module 5 - Quiz

Module 6 - Phase Two: Bargaining

Module 6 - What to Expect

Module 6 - Techniques to Try

Module 6 - How to Break an Impasse

Module 6 - Case Study

Module 6 - Video

Module 6 - Quiz

Module 7 - About Mutual Gain

Module 7 - Three Ways to See Your Options

Module 7 - About Mutual Gain

Module 7 - Creating a Mutual Gain Solution

Module 7 - What Do I Want?

Module 7 - What do They Want?

Module 7 - What Do We Want?

Module 7 - Case Study

Module 7 - Video

Module 7 - Quiz

Module 8 - Phase Three: Closing

Module 8 - Reaching Consensus

Module 8 - Building an Agreement

Module 8 - Setting the Terms of the Agreement

Module 8 - Case Study

Module 8 - Video

Module 8 - Quiz

Module 9 - Dealing with Difficult Issues

Module 9 - Being Prepared for Environmental Tatics

Module 9 - Dealing With Personal Attacks

Module 9 - Controlling Your Emotions

Module 9 - Deciding When it's Time to Walk Away

Module 9 - Case Study

Module 9 - Video

Module 9 - Quiz

Module 10 - Negotiating Outside the Boardroom

Module 10 - Adapting the Process for Smaller Negotiations

Module 10 - Negotiating Via Telephone

Module 10 - Negotiating Via Email

Module 10 - Case Study

Module 10 - Quiz

Module 10 - Video

Module 11 - Negotiating on Behalf of Someone Else

Module 11 - Choosing the Negotiating Team

Module 11 - Covering All the Bases

Module 11 - Dealing with Tough Questions

Module 11 - Case Study

Module 11 - Video

Module 11 - Quiz

Module 12 - Wrapping Up