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1. What is my personal negotiating style?
   - understanding your individual style and its impact in negotiations

   Competitive or cooperative?
   - knowing the right approach to adopt

   The need for creativity and flexibility
   - seeking alternatives and solving problems

   Expectation management
   - how to manage the pre-negotiation and opening stages

   Non-verbal communication
   - using body language to reinforce what we say

   The importance of preparation
   - what you need to do before the negotiation commences

   Shifting the balance of power
   - identifying the strengths and weaknesses of both parties

   Goals and objectives
   - what does good look like and what is unacceptable?

   Looking beyond demands to interests and concerns
   - find out what lies behind demands and what really matters to the other party

   Identifying variables
   - what can we conceed at the lowest cost to us and what do we want to get in return?

   Making and justifying proposals
   - positioning and demonstrating value in their terms

   How to respond to proposals
   - explaining why it's unacceptable and making counter proposals

   Use of questions
   - using conditional questions to test solutions without making firm commitments

   The bargaining process
   - trading concessions to achieve win/win outcomes

   Dealing with deadlock
   - tools to help you navigate around impasses

   Responding to price challenges
   - how to defend your position

   Securing the deal
   - summarising and closing to avoid costly misunderstandings