In this course, we will be examining the main types of negotiating.  As a result of completing this course, you will be able to:

• Differentiate between the main negotiating practices

• List specific steps in the Positional Bargaining and Value Negotiating processes

• Select the appropriate negotiating practices based on specific negotiating circumstances

• Apply processes of positional bargaining and value negotiating during role playing activities and case scenarios

• Identify factors that could lead to impasse

• Overcome barriers in a negotiation that otherwise would lead to impasse

1. Why people negotiate 

2. When the other side wonít participate

3. Types of negotiating

4. Introduction to positional bargaining

5. Introduction to value negotiating 

6. Settings for negotiations 

1. What is positional bargaining? 

2. Process of positional bargaining 

3. Preparation for positional bargaining

4. Participation in positional bargainers 

5. Evaluation of positional bargaining

6. Risks of positional bargaining

1. What is value negotiating?

2. Process of value negotiating 

3. Preparation for value negotiating

4. Participation in value negotiators

5. Evaluation of value negotiations

6. Risks of value negotiating

1. Decision makers in a negotiation

2. Negotiations by a representative 

3. Difficulties individual styles can bring to the negotiations 

• Interest based negotiations worksheet - client   

• Interest based negotiations worksheet ñ other representative 

• Interest based negotiations worksheet - others

• Journal entries 

• Preparation for value negotiating 

End of outline