After completing Negotiating: Negotiating Techniques, the user should be able to:

	Develop a plan for a negotiation
	Evaluate the opposition
	Use language, body language, and props effectively
	Take advantage of timing in negotiations
	Ask the right questions to further a negotiation
	Use written correspondence during a negotiation

Developing a Plan

	Preparing your position
	Doing your homework
	Who else is on your side?
	Psyching yourself up for negotiation

Assessing the Opposition

	Take me to your leader
	Researching your opponent
	Making your opponent happy
	What if you both can't win?
	Anticipating your opponent's moves

Opening the Negotiation

	Setting the stage
	What to wear
	Getting ready

Using Language

	Keeping it simple
	Using descriptive language
	Speaking your opponent's language
	The sound of silence
	The art of extrapolation
	A final word on language

Using Body Language and Props

	Making your moves
	Interpreting your opponent's body language
	Using props in negotiation

The Timing of Negotiations

	The importance of good timing
	Good timing for offers or counteroffers
	Losing your timing
	Negotiating on a deadline
	Putting your opponent on a deadline
	Dealing with deadlines placed on you
	Avoiding imposing deadlines on yourself

Asking Questions

	The benefits of using questions
	Sizing up the situation: general questions
	Getting into specifics: specific questions
	Getting instant results: leading questions
	Getting suggestive: suggestive questions
	Getting a favorable response: obvious questions
	Coffee, tea, or me: questions that require a choice
	Maintaining control: successive questions
	No comment — how to avoid answering questions

Using the Written Word

	Uses of correspondence
	Looking good on paper: presentation
	Using forms
	Sending correspondence: who should receive it?

Negotiating Techniques

	Building Block technique
	Vinegar and Honey technique
	Exhausting technique
	Gear-Shifting technique
	Conduit technique
	Talk Show Host technique
	Self-Deprecating technique
	It's a Shame technique

This course has the following features:

	Exercises that allow users to explore how a course topic applies to their own real-world situations
	A file containing the text of the exercises
	A course index
	A glossary
	A Skill Assessment