Contents

We customize content areas for each client upon request.

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• The high level outcomes all negotiators should pursue and the most common strategies for doing so
• The differences between Bargaining and Joint Problem Solving as negotiating styles
• The movements in the symphony of Joint Problem Solving
• The 12 behaviors all negotiators use and how to use them strategically
• The 4 most powerful techniques for creating momentum for agreement

2. The Skilled Negotiator

• The key differences between Average and Skilled Negotiators
• The 3 critical characteristics of Skilled Negotiators
• The 4 opening negotiation steps that preclude downstream problems
• How to set negotiating objectives that maintain your flexibility
• The 12 best ways to build on common ground
• The 4 key things that Skilled Negotiators always avoid
• The 21 ways to use questions to best advantage
• When and how to caucus for maximum benefit
• The 3 alternative outcomes when you negotiate with a Bargainer and how to use the best one
• How to share information without putting yourself at a disadvantage
• How to disagree in ways that strengthen the negotiation
• How to turn a string of No’s into a string of Yes’s every time
• The evolution of a negotiation planner and how a Skilled Negotiator plans
• How to do better planning, not just more of it
• How to plan using our Negotiation Planning Form
• How to refine your plans without additional work from you
• How to plan for internal negotiations
• How to role play in preparation for an important negotiation
• How to plan and debrief effectively when you negotiate in a team

3. Overcoming Obstacles

• The 7 pressure-tactics, 8 trap-tactics, 4 control-tactics, and 2 retreat-tactics that Bargainers use against unwary negotiators and how to counter them
• The certainty of encountering these negative tactics in negotiations
• The key characteristics of each form of agreement

4. Ongoing Improvement

• How the personal characteristics of negotiators affect the outcomes of their negotiations
• The 3 social needs that all negotiators pursue and the strengths and weaknesses associated with each need
• How to maximize the strengths associated with your social needs
• How to accommodate the social needs of the other party without compromising your negotiating objectives
• How to neutralize the tactics that Bargainers may attempt to exploit your social needs
• The social need profile that is best and worst for a negotiator
• How to sustain and further develop negotiation skills after the program