Part 1: The Basics
Lesson 1.1 What is negotiation?
Lesson 1.2 The Basics
Lesson 1.3 Distributive Negotiation
Lesson 1.4 Strategic Concessions
Lesson 1.5 Interests, Power, Rights
Part 2: Planning for Your Negotiation
Lesson 2.1 Map the Players, Change the Game
Lesson 2.2 The Planning Document
DOWNLOADABLE ASSET Planning Document Template
Lesson 2.3 Scoring Systems
Lesson 2.4 The First Offer
Part 3: Value Creation in Negotiation
Lesson 3.1 Principles of Value Creation
Lesson 3.2 The Pareto Frontier
Lesson 3.3 The Negotiator’s Dilemma
Part 4: Tools for Creating Value
Lesson 4.3 Multiple Equivalent Simultaneous Offers
Lesson 4.2 Contingency Contracts
Lesson 4.3 Why I Am So Passionate About Structured Communication
Part 5: Communicating to Build Understanding
Lesson 5.1 Intro to Structured Communication
Lesson 5.2 Using Structured Communication
Lesson 5.3 Listening to Understand
Lesson 5.4 Speaking to be Heard
Part 6: Managing Groups and Multi-Stakeholder Negotiation
Lesson 6.1 A Facilitative Approach to Problem Solving
Lesson 6.2 Three Phases of Decision-making
Lesson 6.3 How To Run a Meeting
Lesson 6.4 Going from “OK” to “Great!” With Brainstorming
Lesson 6.5 The Facilitator’s Toolkit