Part 1: An Introduction to Negotiation
What Is Negotiation?
Negotiation—Some Practical Definitions
Identifying Opportunities for Negotiation
To Negotiate or Not—That Is the Question
Negotiation and Conflict
Understanding Types of Negotiation
Part 2: Negotiation: Attitudes and Approaches
Negotiation Styles
The Win-Win Approach to Negotiation
The Give/Get Principle of Negotiation
Managing Conflict During Negotiation
Conflict Resolution Styles
Characteristics of a Successful Negotiator
Case Study: A Buy-Sell Negotiation
Part 3: Negotiation: The Process
Preparing to Negotiate
Collecting Detailed Information
Negotiator’s Guide to Preparation
The Seven Basic Steps in Negotiating
Step 1: Getting to Know the Negotiators
Step 2: Stating Goals and Objectives
Step 3: Starting the Process
Step 4: Revealing Disagreement and Conflict
Step 5: Narrowing the Gap Between Negotiators
Step 6: Finding Alternatives for Resolution
Step 7: Agreement in Principle, Settlement, and Acknowledgment
Reviewing the Seven Basic Steps in Negotiating
Part 4: Strategies and Tactics
Negotiating Through Give to Get
Five Basic Strategies in Action
Identifying Other Negotiation Strategies
Ten Critical Mistakes to Avoid
Part 5: Developing Your Skills
Case Study: Negotiating a Project Plan
Applying What You Have Learned