Negotiation Foundations

Introduction

• Negotiate with better results

1. The Basics of Negotiation

• Developing a negotiation mindset
• The three core negotiation practices
• Anchoring and framing for mutual benefit
• Listening and building tactical empathy
• Trading things of value
• The wrong and right way to negotiate

2. Getting Ready for a Negotiation

• Researching and preparing
• Identifying priorities and designing options

3. Engaging Your Allies

• Understanding how influence works
• Creating your influence plan

4. Getting Through and Past No

• Understanding conflict styles
• A template for getting past no
• A template for saying no

5. Essential Negotiation Tips and Strategies

• Dealing with contentious tactics
• Negotiation hacks

6. Negotiating at a Distance

• Telephone and video conference negotiation
• Email and text negotiation

Conclusion

• Deepening your knowledge