• Determine both the short-term and long-term costs of negotiating.
• Prepare for each phase of the negotiation process. 
• Develop a framework on when to and when not to negotiate.
• Understand how the negotiation process can result in a win-win situation.

• Managers in any discipline who are required to negotiate within or on behalf of their organisation, business unit or with customers and suppliers.

Participants are strongly encouraged to bring examples of negotations they lead for discussion and investigation.

• Positional bargaining
• Principled negotiation
• Four phases of negotiations (Preparation/Planning, Presenting/Proposing, Packaging/Bargaining, Close/Agree)
• MIN objectives
• Negotiation tactics
• Non-verbal communication
• Questioning & listening