TABLE OF CONTENT

Introduction to Negotiation

  • Definition of Negotiation
  • Identifying Opportunities for Negotiation
  • Preparing for the Negotiation Process
  • The Seven Basic Steps in Negotiation

Negotiation: Attitudes, Conflict and Approaches

  • Negotiation Styles
  • Negotiation and Conflict
  • Attitude and Negotiation

Negotiation Strategy & Tactics

  • Strategies for Negotiation
  • Best Alternative to a Negotiated Agreement (BATNA)
  • Approaches for Negotiation
  • Types of Negotiators
  • Tactics for Negotiation Process
  • Non-Verbal Communication
  • Emotions in the Negotiation Process

Developing Negotiation Skill

  • Top Ten Effective Negotiation Skills
  • Group Dynamics in Negotiation
  • Creative Methods to solve Negotiation Problems
  • Value Creation in Negotiations
  • Giving Feedback after Negotiation
  • Barriers to the Negotiation Process

International Negotiation

  • Overview of International Negotiation
  • Effect of Culture in Negotiation
  • Effect of Perception on International Negotiations
  • Steps in International Negotiations
  • Ethics in Cross-Cultural Negotiation
  • Differences between Chinese and American Negotiation
  • Top Negotiation Example in International Negotiations

Case Studies in Negotiation

  • Negotiating with Wal-Mart
  • Enron - Indian Negotiation Debacle
  • Volkswagen (VW) Long-Term Negotiation in China
  • Nepal-India Water Negotiations (Power Asymmetry)
  • Andorra versus the European Community (EC)
 

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