Introduction:

Background:

Skilled negotiators

Traditional and new forms of negotiating.

Tricks and Tactics.

Steps of Negotiating:

Relationship building: Greeting and introducing people. Agendas.

Agreeing procedure: Clarifying objectives, creating a climate of cooperation.

Exchanging information: Presentation of ideas and situation.

Questioning:  Asking and dealing with questions.

Offering and evaluating options.

Bidding and bargaining: Making and reacting to proposals. Presenting options.

Problem solving. Brainstorming.

Closing the negotiation.

The Language of Negotiations:

Specific vocabulary and useful expressions.

Negotiation Practice:

Videotaped individual and team negotations with feedback from tutor.