Table of Contents

1. Getting Started
   • Introduction 00:00:36
2. Understanding Negotiation
   • Understanding Negotiation 00:04:59
   • Understanding Negotiation Case Study 00:00:33
3. Getting Prepared
   • Getting Prepared 00:07:25
   • Getting Prepared Case Study 00:00:33
4. Laying the Groundwork
   • Laying the Groundwork 00:07:38
   • Laying the Groundwork Case Study 00:00:35
5. Phase One Exchanging Information
   • Phase One - Exchanging Information 00:05:07
   • Phase One - Exchanging Information Case Study 00:00:40
6. Phase Two Bargaining
   • Phase 2 - Bargaining 00:05:55
   • Phase 2 - Bargaining Case Study' 00:00:39
7. About Mutual Gain
   • About Gain 00:07:32
   • About Gain Case Study 00:00:39
8. Phase Three Closing
   • Phase 3-closing 00:04:41
   • Phase 3-closing Case Study 00:00:36
9. Dealing with Difficult Issues
   • Dealing with Difficult Issues 00:06:40
   • Dealing with Difficult Issues Case Study 00:00:37
10. Negotiating Outside the Boardroom
    • Negotiating Outside the boardroom 00:04:26
    • Negotiating Outside the boardroom Case Study 00:00:33
11. Negotiating on Behalf of Someone Else
    • Negotiating on Behalf of Someone Else 00:05:15
    • Negotiating on Behalf of Someone Else Case Study 00:00:35
    • Closing 00:00:22