Course outline for
Negotiating for Results

How to Use This Guide

Session One: Course Overview

Session Two: What is Negotiation?

Defining Negotiation

Types of Negotiation

Positional Bargaining

Principled Negotiating

Phases of Negotiation

Session Three: The Successful Negotiator

Key Attributes

Pre-Assignment Review

Session Four: Preparing for Negotiation

Getting Started

Managing Your Fear

Personal Preparation

Researching Your Side

Case Study

Researching the Other Side

Session Five: The Nuts and Bolts

Preparing Documentation

Setting the Time and Place

Case Study

Session Six: Making the Right Impression

First Impressions

The Handshake

Dress for Success

The Skill of Making Small Talk

Session Seven: Getting Off to a Good Start

Common Ground

Ground Rules

Session Eight: Exchanging Information

Session Nine: The Bargaining Stage

Six Techniques for Success

Case Study

Session Ten: Reaching Mutual Gain

Getting Rid of Obstacles

Overcoming the Obstacles

Session Eleven: Moving Beyond “No”

Getting Past No

Breaking the Impasse

Getting to Yes

Session Twelve: Dealing with Negative Emotions

Session Thirteen: Moving from Bargaining to Closing

Knowing When to Close

Formal vs. Informal Agreements

Session Fourteen: Solution Types

Possible Outcomes

Building a Sustainable Agreement

Getting Consensus

Recommended Reading List

Post-Course Assessment

Pre- and Post-Assessment Answer Keys

Personal Action Plan