• Plan a realistic course of action based on sound preparation and an objective appraisal of resources.
  
  
• Keep the negotiation process open to reasonableness and flexibility at all times.
  
  
• Draw on your own skills, experience, and self-discipline to keep the process moving in the direction you want.

Unfortunately, very few of us are born negotiators. However, this module can teach you the art of win/win negotiation. You'll get a firm grasp of the negotiating tricks and techniques the pros use. Learn everything from pre-negotiation planning to the use of seemingly unimportant details like seating arrangements and meeting site selection to influence the results of negotiations.

Participants will learn how to :

• Sway an opponent with timing and association techniques.
  
  
• Identify an opponent's real but often hidden needs.
  
  
• Use questions to control the thrust of a discussion.
  
  
• Employ proven strategies like the "missing man", "straw issues", and "walkout" ploys.
  
  
• Communicate a position clearly and precisely.

Communicating Non-Defensively :

Have you ever