MODULE 1 Negotiation - What Lies Beneath

• The definition of negotiation
• The enormous and growing importance of effective negotiating
• Negotiation philosophies:
• The difference between persuading and negotiating 
• Persuasion’s Achilles’ heel: 
• Similarities and differences in negotiating styles among cultures.

MODULE 2 : What "Win-Win" Negotiating is Really All About

• Debrief of First Negotiation Exercise
• The central role of face, ego, and self-esteem in negotiation
• Negotiation’s many facets
• Who to do a “win-win” negotiation
• The rare occasions when “win-lose” negotiating is acceptable
• When negotiations shaped history 

MODULE 3: The Critical Rules of Negotiating

• Explaining and dispelling the pervasive myth of “negotiating strategies and tactics”
• The layout and reasoning behind the 21 Rules of Negotiating
• Seven Critical Rules of Negotiating is explained

MODULE 4: What "Win-Win" Negotiating is Really All About

The four Important  Rules of Negotiating are explained and discussed by participants

MODULE 5:  The "Nice to Do" Rules of Negotiating

• Each of the ten “Nice To Do” Rules of Negotiating is explained and discussed
• Participants receive and perform the 2nd Negotiation Exercise

MODULE 6: Concession Management

• Debrief of Second Negotiation Exercise correcting observed problems
• Constructing the Envelope of Negotiation for each anticipated issue
• The negotiating challenges posed by our natural reluctance to make concessions
• The “ideal” concession pattern: Rule of Halves'
• Escalating: definition, risks, and defenses
• The very bad habit of speculating about the other side’s Envelopes
• Managing your concessions against a deadline

MODULE 7: Pre-Negotiation Homework

• Debrief of Third Negotiation Exercise correcting observed problems
• Emerging homework tools and technologies
• Defining and sorting negotiable issues and creating alternatives
• Assessing the other side’s negotiating positions
• Creativity in concessions
• Team negotiations
• Identifying and preparing for contingencies
• Completing the negotiation plan
• The eight “must-do” homework steps

MODULE 8: Performing a Successful Negotiation

• Debrief of Fourth Negotiation Exercise correcting observed problems
• Best practices for internal negotiations
• Best practices for external negotiations
• Best post-negotiation practices
• Participants perform the fifth Negotiation Exercise 

MODULE 9:  Navigating Negotiation's Minefields

• Debrief of Fifth Negotiation Exercise correcting observed problems
• Negotiating at an uneven table: when the other side has more power
• Negotiating under extreme time pressure
• Handling gender differences in negotiations
• Negotiating across cultures and/or borders
• Negotiating with difficult people and/or in difficult situations
• Negotiating ethics
• Negotiating within a strategic alliance

MODULE 10: Negotiation Leadership

• Debrief of Sixth Negotiation Exercise correcting observed problems
• Negotiating organizational change
• How to build your organization’s a negotiating capability
• Attendees complete Personal Negotiating Action Plans