are basic negotiating attitudes?
What are the four basic principles in negotiation?
How can I offer a “Golden Bridge Exit” to the
How can I create a positive climate?
Where to sit? The best negotiating table? Moment?
Different kinds of power and how to handle them?
What are the negotiating steps?
Preparations before starting negotiation.
What kind of arguments can I use to convince?
Look for intermediate agreements.
Make look-alike concessions
Differentiate needs: essential versus accessory, emotional
versus rational, exclusive versus excessive, personal versus
How to handle resistance, blockades, timing, emotions, manipulation,
politics, pressure, etc.
From compromise to win-win
Use the Batna at the end if blockades pop up
How to finalize and wrap up
Negotiating check list with plenty of cases