Negotiations Outline

SECTION ONE – Managing Successful Negotiations
• Purpose and Training Objectives
• Introduction to Negotiations
• Fear of Negotiation
• Five Phases of Negotiation

SECTION TWO – Identify and Understand Needs and Interests
• An Overview
• Interests Form

SECTION THREE – Look for Options
• The Value Needs
• Managing Successful Negotiations Guidelines
• Reading Body Language
• Negotiating With Different Personality Types
• Flexibility Index
• Matrix Chart
• Negotiation Styles

SECTION FOUR – Build Deal Packages
• Put It on The Table
• Five Functions of Questions
• Conflict Resolution
• The Process of Conflict Escalation
• Tactics for De-escalation
• Methods of Dealing with Conflict
• Concessions

SECTION FIVE – Common Negotiation Tactics
• The Tactics
• Dealing with the Tough Negotiator

SECTION SIX – Uncover the Optimum Deal
• Establishing a Winning Plan – The Guide
• Agreement Formation Checklist
• Negotiation Environment

SECTION SEVEN – Evaluation of the Negotiation
• An Overview
• Advanced Tactics
• Keeping the Deal Together
• Maintenance Planning Guide
• The End

CASE STUDY
ACKNOWLEDGEMENTS
APPENDIX