At the conclusion of this workshop, participants will be expected to:

• Understand how often we all negotiate and the benefits of good negotiation skills.
  
• Recognizes the importance of preparing for the negotiation process, regardless of the circumstances.
  
• Identify the various negotiation styles, their advantages and disadvantages.
  
• Develop strategies for dealing with tough or unfair tactics.
• Gain skill in developing alternatives and recognizing options.
• Have the opportunity to practice the “how to” of these skills in a supportive environment.

• What is Negotiation?
  
• Types of Negotiators
  
• Positional Bargaining
• Hard vs. soft negotiating
• Problems with positional bargaining
• Alternatives to positional bargaining
  
• The Successful Negotiator
  
• Negotiation Essentials
• Preparation
• Organization
• Hot Buttons
• BATNA
• WAP
  
• Preparing for Negotiation
  
• Inventing Options for Mutual Gain
  
• Fear
• Humiliation
  
• Rejection
  
• Loss of Power
  
• Failure
  
• Negotiating Challenges
  
• Dealing with Negative Emotions