1. 8. BARGAINING
1.1. Restating your position
1.2. Setting conditions
1.3. Responding in the bargaining phase
1.3.1. Accepting
1.3.2. Refuse with new offer
1.3.3. Accept with a condition
1.3.4. Reject
1.3.5. Authority problem
1.4. Linking words
2. 9. HANDLING CONFLICT AND RESOLVING STICKING POINTS
2.1. Always stress the positive
2.2. Identifying obstacles
2.3. Analyzing an obstacle
2.4. Creating solutions
2.5. Reasurring
2.6. Postponing
2.7. Asking and showing understanding
2.8. Threatening
2.9. Terminate the negotiation
3. 10. CLOSING A NEGOTIATION
3.1. Closing signals
3.2. Progress made
3.3. Summarize
3.4. Review areas of agreement
3.5. State unresolved areas
3.6. Checking and confirming
3.7. Next meeting
3.8. Action points for the future
3.9. Positive close
4. 11. NEGOTIATING - AN OVERVIEW
4.1. Opening
4.2. First moves
4.3. Questions
4.4. Bargaining
4.5. Agreement and close
5. 12. PHRASAL VERBS AND IDIOMS FOR NEGOTIATING
5.1. A story of negotiating using phrasal verbs
5.2. Idioms-strategy
5.3. Idioms-progress
6. 13. CROSS CULTURAL TIPS
6.1. Relationships building
6.2. Negotiating strategy
6.3. The individual
6.4. Time
6.5. Some quick cross-cultural comparisons
7. 1. WHAT MAKES A SUCCESSFUL NEGOTIATION
7.1. A definition
7.1.1. A negotiation is a meeting or a series of meetings in which the parties need each other's agreement to reach a specific objective which is to their mutual advantage.
7.2. Checklist-Effective Negotiating
7.2.1. Planning
7.2.1.1. Read and gather pre-negotiation documentation
7.2.1.2. Clarify important question prior to the negotiations
7.2.1.3. Know the ohter party business and culture
7.2.1.4. Decide objectives strategy and agenda
7.2.2. During the negotiation
7.2.2.1. Listen and clarify the objectives of the other parety
7.2.2.2. Focus initially on areas of agreement
7.2.2.3. Be clear firm and to th epoint
7.2.3. Beginning the negotiation
7.2.3.1. Create a positive atmosphere
7.2.3.2. Agree on timetable
7.2.3.3. State your position
7.2.4. Ending the negotiation
7.2.4.1. Summarize and confirmthe deal
7.2.4.2. Clarify future responsibilities
7.2.4.3. End positively
7.2.5. After the negotiation
7.2.5.1. Recognize successes
7.2.5.2. Learn from failure and improve for next time
7.2.5.3. Build up and extent the new relationship
8. 2. THE NEGOTIATIOR AND KEY TERMS
8.1. Types of negotiation
8.1.1. The win win format
8.1.2. The win lose format
8.2. The negotiation
8.2.1. initial small talk to estabblish good rapport
9. 3. OPENING - CREATING THE RIGHT CLIMATE
9.1. Greeting
9.2. Names
9.3. Introduction
9.4. Small talk
9.5. Polite offers
9.6. Getting started
10. 4. AGREEING ON AN AGENDA
10.1. The agenda
10.2. Procedure
10.3. Checking for agreement/approval
10.4. Global objectives
10.5. Introducing the agenda
10.6. Negotiating the agenda
10.7. Roles
10.8. Length of meeting
10.9. Questions
11. 5.OPENING STATEMENS-STATING YOUR POSITION
11.1. Strategy
11.2. Background to the negotiation
11.3. Company profile
11.4. Link to position statement
11.5. Inviting interruptions
11.6. Stating your positions
11.7. Invite a response
11.8. Your tunr
12. 6. CLARIFYING POSITIONS
12.1. Listening
12.1.1. To gurarantee the full understanding an effective listener will use different techniques