·         Introduction; A review of the basic principles of Win-Win, Soviet style, and definitions. An open discussion of joint expectations will take place, followed by a review of key concepts that will carry throughout the training.  Focus will be on personal style, while getting expected results.    ·         Case Study 1; look at a real example situation taken from class pre-work.   ·         Best Alternative to Negotiated Agreement (BATNA); develop an understanding of this concept, learn its importance, and when it is best used.    ·         Case Study 2; a specific example that identifies the elements of BATNA.   ·         Negotiations preparation; the critical factors and work necessary before negotiations begin.  How to identify weaknesses in your preparation, and elements that will ensure you understand objectives.   ·         Case Study 3; apply the preparation principles.  Take an example from the class and work with how it could have been improved with a different approach to the planning stage.

·         Elements of a negotiation; the specific steps to creating an environment for a successful Win-Win outcome.  This includes logistics, setting meeting objectives, participation levels, and staying on a result based time schedule.   ·         Case Study 4; Review both the poor use of elements and successful actions.   ·         Managing others to successful outcomes; this includes suggested techniques and methodologies for achieving objectives. Understand that negotiations are occurring continuously in a business relationship.  How do you keep your team focused on that idea, and how do you optimize its existence?   ·         Conclusion

Upcoming Advanced Negotiations Class Advanced Negotiations is not scheduled in 2010