Conflict theory: concepts of conflict and negotiation
Preparing and making your case
Integrative negotiation: expanding the pie and solving the problem
Distributive bargaining: dividing the pie and mixed models
Working with your client
Relating to your counterpart: reputation, trust, rapport, and power
Working with your counterpart: understanding, listening, emotions, and
Apology
Recognizing and responding to barriers in negotiation
Dealing with differences: culture, gender, and race
Ethics in negotiation
The law of negotiation
Multiparty negotiation
International negotiation
Facilitated negotiation: mediation for negotiators.