Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating

Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA

Lay the groundwork for negotiation

Identify what information to share and what to keep to yourself

Understand basic bargaining techniques

Apply strategies for identifying mutual gain

Understand how to reach consensus and set the terms of agreement

Deal with personal attacks and other difficult issues

Use the negotiating process to solve everyday problems