Chapter 1: Foundations of conflict and the negotiator’s mindset

1.1         Understanding conflict

1.2         Defining conflict and its stages

1.3          The importance of conflict resolution skills

1.4          Negotiation as a primary resolution method

1.5         Essential negotiation skills

1.6         Core conflict theories

1.7         Interests, rights, and power framework

1.8         A structured negotiation process

Chapter 2: Strategic negotiation preparation and goal setting

2.1         The imperative of preparation

2.2         Assessing alternatives (BATNA & WATNA)

2.3         Defining clear goals and objectives

2.4         Identifying wants, needs, and priorities

2.5         Researching the counterparty and gaining leverage

2.6         Creating a negotiation planner / blueprint

Chapter 3: Communication and interaction at the bargaining table

3.1         Mastering verbal communication

3.2         Preventing conflict and achieving positive outcomes

3.3         Leveraging non-verbal communication

3.4         Setting the climate and agenda

3.5         Making and responding to offers

3.6         Strategic concessions and reciprocity

3.7         Managing emotions and maintaining composure

3.8         Asking effective questions

Chapter 4: Dispute resolution processes and overcoming obstacles

4.1         Negotiation vs. Persuasion

4.2         Overview of dispute resolution processes

4.3         The practice of mediation

4.4         Managing impasses and deadlocks

4.5         The role of apology in dispute resolution

4.6         Ethical considerations in dispute resolution

5.1         Strategies of influence

5.2         Negotiating from a position of weakness

5.3         International and cross-cultural negotiation

5.4         NegoEconomics and SMARTnership

5.5         Establishing rules of the game and code of conduct

5.6         Asking for more than you expect to get

5.7         Bracketing

5.8         Never say yes to the first offer

5.9         The power of the flinch

5.10       Avoid confrontational negotiation

5.11       The Vise Technique

5.12       Impasse and deadlocks

5.13       Nibbling

5.14       Get the other side to commit first

5.15       Acting dumb is smart

5.16       Don’t let the other side write the contract

5.17       Time pressure

5.18       Information power

5.19       Being prepared to walk away

5.20       Take it or leave it

5.21       It’s your client’s problem, not mine

5.22       Ultimatums