NEGOTIATION

• Every business encounter is a potential negotiation
• The elements of negotiation: value, information, awareness

THE PROCESS OF NEGOTIATION

• Identify different negotiation approaches and tactics
• The phases of a typical negotiation

INDIVIDUAL NEGOTIATION

• Preparation – the key to avoiding Desperation
• Learn to use listening skills to understand others, gain needed information and show empathy

GROUP NEGOTIATION

• Preparation
• Teamwork
• Managing Time

OVERCOMING NEGOTIATION OBSTACLES

• Learn to deal with intimidation and emotional obstacles
• Handle difficult situations with confidence while maintaining flexibility

MAINTAINING THE RELATIONSHIP

• Long-term versus short term goals