Module 1 – Framework-Module 1
Introduction to Negotiations
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Stages of Negotiation & Preparation
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Preparation Continued
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Exchange of Information
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Exchange of Offers
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Closing A Negotiation
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Module 1 Slides
Module 2 – Negotiation Fundamentals-Module 2
Implicit Beliefs
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INB Scale
Debrief Hearts
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Goods vs. Services
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Issues, Leverage, & Creating Value
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Judgment
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What Questions Do
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How to Ask Questions
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How to Answer Questions
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Negotiation Context: Employment Negotiations
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Module 2 Slides
Module 3 – Negotiation Dynamics-Module 3
Deception
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Your Own Ethics
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Detecting Deception
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Decrease the Likelihood of Being Deceived
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Trust
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Whom Should You Trust?
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Time Pressure
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Threats
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Teams
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Module 3 Slides
Module 4 –Negotiator Mindset-Module 4
Emotion Regulation
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Anxiety
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Dealing With Anxiety
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Anger
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Dealing With Angry Counterparts
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Humor
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Conclusion
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Module 4 Slides