1. Introduction
■ What is negotiation?
■ Why negotiate?
■ When to negotiate?
2. Negotiation Strategies
3. Negotiation Models & Human Interaction Paradigms
■ Win/Win
■ Win/Lose
■ Lose/Win
■ Lose/Lose
4. Win-Win Characteristics
5. The Negotiation Game
■ Nash Equilibrium
■ The Prisoners’ Game
■ Negotiation Outcomes
6. Required Communication Skills
■ Non-Verbal Communication
■ Body Language Roles
7. Interpersonal Skills
■ The Driver Style
■ The Expressive
■ The Amiable
■ The Analytical
8. Negotiation Behaviors
■ The Red Behavior
■ The Blue Behavior
■ The Purple Behavior
9. Negotiation Phases
■ Plan
■ Debate
■ Propose
■ Bargain
10. Integrative vs. Positional Bargaining
■ The Best Alternative to a Negotiated Agreement (BATNA)
■ The Worst Alternative to a Negotiated Agreement (WATNA)
■ The Walk Away Position (WAP)
■ Zone of Possible Agreement (ZOPA)
11. Conflict Management
12. Personality & Negotiation
13. Alternative Dispute Resolution (ADR)