 Types of Negotiators

 Positional Bargaining:
Hard vs. soft negotiating

Problems with positional bargaining

Alternatives to positional bargaining

 The Successful Negotiator

 Negotiation Essentials: Preparation
Organization

Hot Buttons

BATNA

WAP

 Preparing for Negotiation

 Inventing Options for Mutual Gain

 Fear: Humiliation
Rejection

Loss of Power

Failure

 Negotiating Challenges

 Dealing with Negative Emotions