Module 1:

• Introduction to negotiation
• Identify the qualities of successful and unsuccessful negotiators
• Define negotiation and provide examples of when you have negotiated in and outside work
• Identify a negotiation situation you will practice during class

Module 2:

• Personality types o Explain the benefits of knowing personality styles
• Explain the behaviors as well as the strengths/weaknesses of each personality style
• Identify your own personality style.
• Identify how to work more effectively with each personality style while negotiating.

Module 3:

• Personality types
• Explain how to choose a negotiation strategy based on relationship and results
• Define positional bargaining.
• Identify the differences between " Soft" and " Hard" negotiating.
• Define principled negotiation.
• Identify the four steps in the negotiation process

Module 4:

• Preparing for negotiation
• Identify fears and " hot buttons " as well as strategies to overcome them.
• Identify areas to research on your side and on your opponent's side.
• Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
• Skill practice:
• Prepare for your personal negotiation situation.

Module 5:

• Opening the negotiation
• Explain how to create a positive first impression.
• Explain the importance of "small talk" and finding common ground in negotiation.
• Explain how setting ground rules can influence a negotiation
• Identify important negotiation ground rules.