Effective negotiations require careful preparation, the choice of negotiation strategy appropriate to the situation, and the skillful use of power and influence to implement the chosen strategy.

Without careful preparation, negotiators are likely to find themselves reacting to events rather than influencing them.

In highly competitive situations, a well-prepared opponent can put an unprepared negotiator on the defensive.

Negotiation is a process involving two or more people who start with apparently conflicting positions and attempt to come to an agreement by revising their original positions or by inventing new proposals that reconcile the interests underlying them.

A good negiotatior has to listen assertively, learn as much as possible about who he or she is negotiating with, what they want, their strengths and weaknesses.

Key topics covered in our Leading Successful Negotiations courses are, as follows:

• Negotiation Concepts
• Negotiation Preparation
• Negotiation Conduct
• Distributive versus Integrative Negotiation
• Leaving Money on the Table
• Construction of Value Through the Creation of Contingency Agreement
• Strategic Flexibility
• Negotiation Styles
• Strategic Dispositions: Interests, Rights and Power
• Emotional Dispositions: Strengths and Weaknesses
• Complications and Time Pressures
• Team and Multiparty Negotiations
• Breakdown and Creation of Trust
• Game Theory and Strategic Interactions
• Threats, Promises and Other Unilateral Moves
• Dilemmas and Other Traps
• Psychology of Judgement and Decision Making in Negotiations
• Persuasion and Manipulation