• 5 live and on-demand modules that map out the entire negotiation process.

• All of the preparation pages needed to negotiate successfully.

• Email access to Harvard-trained negotiation experts

Agenda for the Course

1. Introduction

a. Overcoming our natural reluctance to negotiate

b. Overview of the 4 stages of negotiation

c. Characteristics of successful negotiators

d. How to master negotiation strategies super fast

2. Map Out: Stage on of Negotiation Process – Preparation Mastery

a. What and how to prepare

b. The numbers

c. Stakeholders

d. Leverage, fact points, and legitimacy

e. The opening offer, the heart and soul of successful negotiating

f. Having a Plan B

g. The Agenda

4. Meet and Greet – Setting the Stage for Negotiating

a. Warm up of the room, how and why

b. Logistics

c. Take the trust temperature

d. Rules of Engagement

e. Non-verbal communication

f. Words to use, words to avoid

g. How does mood play a role in successful negotiating

Give and Gets: Offers and Counteroffers

a. Probe, the negotiator’s secret weapon of massive success

b. How to turn into a “yes” and how to say “no”

c. Who opens first

d. Creative trades

e. Concession patterns

f. The caucus

Seal the Deal – Coming to Agreement

a. The debrief

b. A follow-up protocol

c. Setting goals

d. Next steps

e. Closure