• Determining the price and terms of the deal
• Closing the deal with a key customer
• Persuading others to work with and not against you
• Setting or meeting budgets
• Finalizing and managing complex contracts
• How to work on a project with someone important to you
• Learn how to break or avoid a serious impasse.

Global Business Negotiations

• Negotiation architecture
  
• Negotiation Infrastructure
• Let’s go and negotiate

The role of cross cultural negotiations

• Effect of cultural Negotiation
  
• Understanding the culture
• Protocol and deportment
• Cultural characteristics to take into consideration
• Traits for coping with different cultures

Selecting your negotiating style

• Style differences among negotiators
  
• Appropriate negotiation styles
• Determine your negotiation style

Prenegotiation Planning

• Defining the issue
  
• Knowing one’s position
• Knowing the other sides position
• Knowing the competition
• Knowing one’s limits
• Developing strategies and tactics
• Planning the negotiation meeting

Price Negotiation

• Pricing factors
  
• Aspects of international price setting
• Planning for price negotiation
• Into the negotiation
• Guidelines for price negotiations

Price Business Negotiations

• Methods of closing Negotiations
  
• Choosing the right closing method
• Time to close

Reasons for renegotiation

• Reducing the need to renegotiate
  
• Overcoming fear when renegotiating
• Types of renegotiation
• Approaches to renegotiating

Demystifying the secrets of power negotiation

• Sources of power
  
• Estimating negotiating power
• Being an effective negotiator