Negotiation Skills

Understanding Negotiation Objectives
Types of Objectives

Strength and Weaknesses

Guidelines for Positive Contribution

Researching the Other Party
Information Gathering

Preparing for an Agreement
The Agreement Plan

The Negotiation Environment

Addressing the Needs & Interests of Others
Evaluating your Listening Skills: A Self-Assessment

Three Levels of Listening

Cultural Barriers to Communicating Needs & Interests


Conducting Negotiation

Understanding the Negotiation Process

Guidelines for a Successful Negotiation

Challenging Negotiation Situations

Guidelines for Challenging Negotiation Situations

Pitfalls to Negotiation


Control in Negotiations

Steps in Gaining Control

Types of Questions

Specific Questions

Protect your Interests