{"id":10475,"date":"2024-08-21T08:34:45","date_gmt":"2024-08-21T08:34:45","guid":{"rendered":"https:\/\/emergingmarketft.com\/virtual_training\/?post_type=dt_courses&#038;p=10475"},"modified":"2024-08-21T08:59:44","modified_gmt":"2024-08-21T08:59:44","slug":"advanced-negotiation-skills","status":"publish","type":"dt_courses","link":"https:\/\/emergingmarketft.com\/virtual_training\/courses\/advanced-negotiation-skills\/","title":{"rendered":"Advanced Negotiation Skills"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column][vc_empty_space height=&#8221;40px&#8221;]<div id=\"advanced-tabs-desc-wrap-3096\" class=\"ult_tabs \" style=\" \" data-tabsstyle=\"style1\"\r\n data-titlebg=\"#808080\" data-titlecolor=\"#ffffff\" data-fullheight=\"off\"\r\n data-titlehoverbg=\"#ffffff\" data-titlehovercolor=\"#808080\"\r\n data-rotatetabs=\"0\" data-responsivemode=\"Both\" data-animation=\"Slide\"\r\ndata-activetitle=\"#ffffff\" data-activeicon=\"\" data-activebg=\"#f99d20\"  data-respmode=\"Tabs\" data-respwidth=\"400\" data-scroll = \"on\" data-activeindex=\"1\"><ul id=advanced-tabs-wrap-4983 class=\"ult_tabmenu style1 Style_5\" style=\"color:transparent;border-bottom-color:transparent;border-bottom-width:0px;border-bottom-style:solid;border-bottom-width:0px;\"><li class=\"ult_tab_li ult_tab_style_5 \" data-iconcolor=\"#74777b\" data-iconhover=\"#ffffff\" style=\"background-color:#808080;border-top-left-radius:10px;\">\r\n\t\t\t\t\t<a href=\"#1589891825736-3\"  id=\"1589891825736-3\"  style=\"color:#ffffff;;border-color:#ffffff;   \" class=\"ult_a ult_tab_style_5 \">\r\n\t\t\t\t\t     <span class=\"ult_tab_main Both \">\r\n\t\t\t\t\t \t\t <span class=\"ult_tab_section\">\r\n\t\t\t\t\t   \t\t\t<span  data-ultimate-target='#advanced-tabs-wrap-4983 .ult-span-text'  data-responsive-json-new='{\"font-size\":\"desktop:15px;\",\"line-height\":\"\"}'  class=\"ult-span-text no_icon ult_tab_display_text ult-responsive\" style=\";\">Overview<\/span>\r\n\t\t\t\t\t   \t\t<\/span>\r\n\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/li><li class=\"ult_tab_li ult_tab_style_5 \" data-iconcolor=\"#74777b\" data-iconhover=\"#ffffff\" style=\"background-color:#808080;border-top-right-radius:10px;\">\r\n\t\t\t\t\t<a href=\"#1589891825767-0\"  id=\"1589891825767-0\"  style=\"color:#ffffff;;border-color:#ffffff;   \" class=\"ult_a ult_tab_style_5 \">\r\n\t\t\t\t\t     <span class=\"ult_tab_main Both \">\r\n\t\t\t\t\t \t\t <span class=\"ult_tab_section\">\r\n\t\t\t\t\t   \t\t\t<span  data-ultimate-target='#advanced-tabs-wrap-4983 .ult-span-text'  data-responsive-json-new='{\"font-size\":\"desktop:15px;\",\"line-height\":\"\"}'  class=\"ult-span-text no_icon ult_tab_display_text ult-responsive\" style=\";\">Course Outline<\/span>\r\n\t\t\t\t\t   \t\t<\/span>\r\n\t\t\t\t\t\t<\/span>\r\n\t\t\t\t\t<\/a>\r\n\t\t\t\t\t<\/li><\/ul><div  data-ultimate-target='#advanced-tabs-desc-wrap-3096 .ult_tabcontent .ult_tab_min_contain  p'  data-responsive-json-new='{\"font-size\":\"\",\"line-height\":\"\"}' class=\"ult_tabcontent ult-responsive style1\" style=\"color:#74777b;\"><div class=\"ult_tab_min_contain \" >\n\t\t\t<div  class=\"ult_tabitemname\"  >\n\t\t\t\t[vc_column_text]<\/p>\n<h3>Course Description<\/h3>\n<p data-ccp-props=\"{&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559683&quot;:0,&quot;335559685&quot;:0,&quot;335559731&quot;:0,&quot;335559737&quot;:0,&quot;335562764&quot;:2,&quot;335562765&quot;:1,&quot;335562766&quot;:2,&quot;335562767&quot;:0,&quot;335562768&quot;:2,&quot;335562769&quot;:0}\"><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">The training aims to equip participants with exemplary negotiation skills, review their current <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">practices, and provide tools to identify opportunities for improvement. The best <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">practices have been gathered through years of working with leading financial <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">institutions and are field proven.<\/span>\u200b<\/p>\n<p data-ccp-props=\"{&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559683&quot;:0,&quot;335559685&quot;:0,&quot;335559731&quot;:0,&quot;335559737&quot;:0,&quot;335562764&quot;:2,&quot;335562765&quot;:1,&quot;335562766&quot;:2,&quot;335562767&quot;:0,&quot;335562768&quot;:2,&quot;335562769&quot;:0}\"><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">Additionally, to ensure participants understand and apply the negotiation skills <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">learned during the program, they will be working through a case study <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">that requires negotiation.<\/span><b><\/b><\/p>\n<h3><\/h3>\n<h3><b><span data-contrast=\"none\">Learning Outcome<\/span><\/b><\/h3>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Understand how to effectively navigate the stages of negotiation.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Develop the ability to assess different negotiation styles and adapt based on situational requirements.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Develop comprehensive negotiation plans and strategies by setting clear objectives and designing tactical approaches.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Understand the different techniques used to build rapport with counterparts from different cultures.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Learn to handle difficult situations by employing conflict resolution strategies and emotional intelligence.<\/span>\u200b<\/li>\n<\/ul>\n<p>[\/vc_column_text]\n\t\t\t<\/div>\n\t\t\t<div  class=\"ult_tabitemname\"  >\n\t\t\t\t[vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][vc_column_text]<\/p>\n<h4><strong>01. <span class=\"TextRun BCX8 SCXP164189326\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP164189326\">Stages to Negotiating <\/span><\/span><span class=\"EOP SCXP171883538 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">The Process of Negotiation<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Prepare, Receiving Proposals, Discuss, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Propose, Counter Propose, Bargain<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Should I Negotiate?<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Exploring the underlying reasons to negotiate<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><b>02. <span class=\"TextRun SCXP157553874 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun SCXP157553874 BCX8\">Negotiation Style and Planning<\/span><\/span><span class=\"EOP SCXP157553874 BCX8\">\u200b<\/span><\/b><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Assess Your Negotiation Style<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Explore different negotiation styles in the \u2018room\u2019<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Conduct a gap analysis and perform a role reversal<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Adapting your Negotiation Style to suit the situation <\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Positional Based or Interest Based Negotiation <\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Divide the \u2018Pie\u2019 OR Enlarge the \u2018Pie\u2019<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"7\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Claiming Value or Creating Value<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Negotiation Planning<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What is your overall goal?<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What is your \u2018BATNA\u2019 (Best Alternative to a Negotiated <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Agreement)<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"11\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What\u2019s your Stretch Goal?<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><b>03. <span class=\"TextRun BCX8 SCXP157388850\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP157388850\">Strategies for Effective Negotiation<\/span><\/span><\/b><strong><span class=\"EOP SCXP203309297 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Principles of negotiations uncovered \u2013 what, when <\/span><span data-usefontface=\"false\" data-contrast=\"none\">and where?<\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Exploring 16 strategies for an Ideal Negotiation <\/span><span data-usefontface=\"false\" data-contrast=\"none\">and identify how they fit with your organization, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">based on the circumstances and the type:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\"> Collaboration, Trade-off, responding to <\/span><span data-usefontface=\"false\" data-contrast=\"none\">what-Ifs, one more \u201cNo\u201d, Pressure points, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Expectations and Achievements, The <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Bogey Strategy, Breaking an Impasse, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Deadlines Work, Deadlock, Last and Final <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Offer, Tough Negotiation Spot, Power <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Motivators, put together a Successful <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Team of Negotiators, Escalation in <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Negotiations, partnering is long term<\/span><\/li>\n<\/ul>\n<\/li>\n<li data-margin=\"90\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">6 key factors that influence people to say \u201cyes\u201d <\/span><span data-usefontface=\"false\" data-contrast=\"none\">more often.<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Reciprocation<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Commitment and Consistency<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"7\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Social Proof<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"8\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Liking <\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Authority <\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Scarcity<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243;][vc_column_text]<\/p>\n<h4><strong>04. <span class=\"TextRun BCX8 SCXP237309786\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP237309786\">Ethics in Negotiation<\/span><\/span><span class=\"EOP SCXP59614823 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Ethics in Negotiation:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Fraud: What is it &amp; What is it NOT?<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Fiduciary Duty<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">General Ethical Standards<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4><strong>05. <span class=\"TextRun SCXP191959990 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun SCXP191959990 BCX8\">Getting to Know the Other Side<\/span><\/span><span class=\"EOP SCXP191959990 BCX8\">\u200b<\/span><span class=\"EOP SCXP235333453 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Cross Cultural Negotiations:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Goal: Contract OR Relationship<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Attitude: Win\/Lose OR Win\/Win<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Styles: Informal OR Formal<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Agreement: Bottom Up OR Top Down<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Team: One Leader OR Consensus<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Ask Questions:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"8\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Open Ended VS Close Ended Questions<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Developing Power in a Negotiation<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Best Practice Phrases in a Negotiation<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"11\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Active Listening:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"12\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Signs of Active Listening<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"13\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Verbal and Non-Verbal Signs<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"14\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Breakout Room Exercise: Active Listening &amp; <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Observation<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><strong><span class=\"EOP SCXP235333453 BCX8\">06. <span class=\"TextRun BCX8 SCXP172244132\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP172244132\">Reading Signals and Dealing with <\/span><\/span><span class=\"TextRun BCX8 SCXP172244132\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP172244132\">Difficult Negotiation Situations<\/span><\/span><span class=\"EOP SCXP232836006 BCX8\">\u200b<\/span>\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Dealing with different types of people (especially difficult \/ tough <\/span><span data-usefontface=\"false\" data-contrast=\"none\">negotiators) <\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Deadlocks, Standstills &amp; Concessions<\/span>\u200b<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Tricks, Traps &amp; Tactics \u2013 using laws of influence<\/span>\u200b<\/li>\n<li data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">When &amp; Where to Negotiate \u2013 Pros and Cons of Email &amp; Phone <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Calls <\/span>\u200b<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><strong><span class=\"EOP SCXP235333453 BCX8\">07. <span class=\"TextRun BCX8 SCXP111365927\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP111365927\">Emotional Intelligence and Negotiation <\/span><\/span><span class=\"TextRun BCX8 SCXP111365927\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP111365927\">Psychology<\/span><\/span>\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Emotional Intelligence<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Being Present, Mindful &amp; Attentive<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Negotiation Psychology<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Heuristics, Mythical Fixed Pie Assumption, Anchoring <\/span><span data-usefontface=\"false\" data-contrast=\"none\">applied to Negotiation, Overconfidence in Negotiation, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Framing in Negotiation, Availability Bias in Negotiation, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Escalation, Contrast Principle, Big Picture Perspective<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_column_inner][\/vc_row_inner]\n\t\t\t<\/div><\/div><\/div><\/div><div class=\"ult_acord advanced-tabs-desc-wrap-3096\">\r\n   <div class=\"ult-tabto-accordion \" style=\"width:;\"\r\n    data-titlecolor=\"#ffffff\"  data-titlebg=\"#808080\"\r\n     data-titlehoverbg=\"#ffffff\" data-titlehovercolor=\"#808080\" data-animation=\"Slide\"\r\n     data-activetitle=\"#ffffff\" data-activeicon=\"\" data-activebg=\"#f99d20\" data-scroll = \"on\" data-activeindex=\"1\" >\r\n     <dl><dt class=\"\">\r\n\t        \t<a class=\"ult-tabto-actitle withBorder ult_a \" id=\"1589891825736-3\" style=\"color:#ffffff;border-color:#ffffff;;background-color:#808080;border-bottom-color:transparent;border-bottom-width:0px;border-bottom-style:solid;\" href=\"#1589891825736-3\">\r\n\t        \t\t<i class=\"accordion-icon\"><\/i>\r\n\t        \t\t\t<span class=\"ult_tab_main ult_ac_main ult_noacordicnBoth\">\r\n\r\n\t\t\t\t\t\t<span  data-ultimate-target='#advanced-tabs-wrap-4983 .ult-span-text'  data-responsive-json-new='{\"font-size\":\"desktop:15px;\",\"line-height\":\"\"}'  class=\"ult-span-text no_icon ult_acordian-text ult-responsive\" style=\";color:inherit \" >Overview<\/span>\r\n\t\t\t\t\t\t<\/span><\/a><\/dt>\r\n\t            \t\t<dd class=\"ult-tabto-accordionItem ult-tabto-accolapsed\">\r\n\t\t\t\t            <div class=\"ult-tabto-acontent\" style=\"color:#74777b;\">\r\n\t\t\t\t               [vc_column_text]<\/p>\n<h3>Course Description<\/h3>\n<p data-ccp-props=\"{&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559683&quot;:0,&quot;335559685&quot;:0,&quot;335559731&quot;:0,&quot;335559737&quot;:0,&quot;335562764&quot;:2,&quot;335562765&quot;:1,&quot;335562766&quot;:2,&quot;335562767&quot;:0,&quot;335562768&quot;:2,&quot;335562769&quot;:0}\"><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">The training aims to equip participants with exemplary negotiation skills, review their current <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">practices, and provide tools to identify opportunities for improvement. The best <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">practices have been gathered through years of working with leading financial <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">institutions and are field proven.<\/span>\u200b<\/p>\n<p data-ccp-props=\"{&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559683&quot;:0,&quot;335559685&quot;:0,&quot;335559731&quot;:0,&quot;335559737&quot;:0,&quot;335562764&quot;:2,&quot;335562765&quot;:1,&quot;335562766&quot;:2,&quot;335562767&quot;:0,&quot;335562768&quot;:2,&quot;335562769&quot;:0}\"><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">Additionally, to ensure participants understand and apply the negotiation skills <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">learned during the program, they will be working through a case study <\/span><span data-scheme-color=\"@FFFFFF,0,\" data-usefontface=\"true\" data-contrast=\"none\">that requires negotiation.<\/span><b><\/b><\/p>\n<h3><\/h3>\n<h3><b><span data-contrast=\"none\">Learning Outcome<\/span><\/b><\/h3>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Understand how to effectively navigate the stages of negotiation.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Develop the ability to assess different negotiation styles and adapt based on situational requirements.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Develop comprehensive negotiation plans and strategies by setting clear objectives and designing tactical approaches.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Understand the different techniques used to build rapport with counterparts from different cultures.<\/span>\u200b<\/li>\n<li data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Learn to handle difficult situations by employing conflict resolution strategies and emotional intelligence.<\/span>\u200b<\/li>\n<\/ul>\n<p>[\/vc_column_text]\r\n\t\t\t\t            <\/div>\r\n\t        \t\t\t<\/dd><dt class=\"\">\r\n\t        \t<a class=\"ult-tabto-actitle withBorder ult_a \" id=\"1589891825767-0\" style=\"color:#ffffff;border-color:#ffffff;;background-color:#808080;border-bottom-color:transparent;border-bottom-width:0px;border-bottom-style:solid;border-bottom-color:transparent;border-bottom-width:0px;border-bottom-style:solid;\" href=\"#1589891825767-0\">\r\n\t        \t\t<i class=\"accordion-icon\"><\/i>\r\n\t        \t\t\t<span class=\"ult_tab_main ult_ac_main ult_noacordicnBoth\">\r\n\r\n\t\t\t\t\t\t<span  data-ultimate-target='#advanced-tabs-wrap-4983 .ult-span-text'  data-responsive-json-new='{\"font-size\":\"desktop:15px;\",\"line-height\":\"\"}'  class=\"ult-span-text no_icon ult_acordian-text ult-responsive\" style=\";color:inherit \" >Course Outline<\/span>\r\n\t\t\t\t\t\t<\/span><\/a><\/dt>\r\n\t            \t\t<dd class=\"ult-tabto-accordionItem ult-tabto-accolapsed\">\r\n\t\t\t\t            <div class=\"ult-tabto-acontent\" style=\"color:#74777b;\">\r\n\t\t\t\t               [vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][vc_column_text]<\/p>\n<h4><strong>01. <span class=\"TextRun BCX8 SCXP164189326\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP164189326\">Stages to Negotiating <\/span><\/span><span class=\"EOP SCXP171883538 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">The Process of Negotiation<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Prepare, Receiving Proposals, Discuss, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Propose, Counter Propose, Bargain<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Should I Negotiate?<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Exploring the underlying reasons to negotiate<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><b>02. <span class=\"TextRun SCXP157553874 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun SCXP157553874 BCX8\">Negotiation Style and Planning<\/span><\/span><span class=\"EOP SCXP157553874 BCX8\">\u200b<\/span><\/b><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Assess Your Negotiation Style<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Explore different negotiation styles in the \u2018room\u2019<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Conduct a gap analysis and perform a role reversal<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Adapting your Negotiation Style to suit the situation <\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Positional Based or Interest Based Negotiation <\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Divide the \u2018Pie\u2019 OR Enlarge the \u2018Pie\u2019<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"7\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Claiming Value or Creating Value<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Negotiation Planning<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What is your overall goal?<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What is your \u2018BATNA\u2019 (Best Alternative to a Negotiated <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Agreement)<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"11\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">What\u2019s your Stretch Goal?<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><b>03. <span class=\"TextRun BCX8 SCXP157388850\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP157388850\">Strategies for Effective Negotiation<\/span><\/span><\/b><strong><span class=\"EOP SCXP203309297 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Principles of negotiations uncovered \u2013 what, when <\/span><span data-usefontface=\"false\" data-contrast=\"none\">and where?<\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Exploring 16 strategies for an Ideal Negotiation <\/span><span data-usefontface=\"false\" data-contrast=\"none\">and identify how they fit with your organization, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">based on the circumstances and the type:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\"> Collaboration, Trade-off, responding to <\/span><span data-usefontface=\"false\" data-contrast=\"none\">what-Ifs, one more \u201cNo\u201d, Pressure points, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Expectations and Achievements, The <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Bogey Strategy, Breaking an Impasse, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Deadlines Work, Deadlock, Last and Final <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Offer, Tough Negotiation Spot, Power <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Motivators, put together a Successful <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Team of Negotiators, Escalation in <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Negotiations, partnering is long term<\/span><\/li>\n<\/ul>\n<\/li>\n<li data-margin=\"90\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">6 key factors that influence people to say \u201cyes\u201d <\/span><span data-usefontface=\"false\" data-contrast=\"none\">more often.<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Reciprocation<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Commitment and Consistency<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"7\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Social Proof<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"8\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Liking <\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Authority <\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-margin=\"990\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Scarcity<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243;][vc_column_text]<\/p>\n<h4><strong>04. <span class=\"TextRun BCX8 SCXP237309786\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP237309786\">Ethics in Negotiation<\/span><\/span><span class=\"EOP SCXP59614823 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Ethics in Negotiation:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Fraud: What is it &amp; What is it NOT?<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Fiduciary Duty<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">General Ethical Standards<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h4><strong>05. <span class=\"TextRun SCXP191959990 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun SCXP191959990 BCX8\">Getting to Know the Other Side<\/span><\/span><span class=\"EOP SCXP191959990 BCX8\">\u200b<\/span><span class=\"EOP SCXP235333453 BCX8\">\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Cross Cultural Negotiations:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Goal: Contract OR Relationship<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"3\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Attitude: Win\/Lose OR Win\/Win<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Styles: Informal OR Formal<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"5\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Agreement: Bottom Up OR Top Down<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"6\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Team: One Leader OR Consensus<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Ask Questions:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"8\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Open Ended VS Close Ended Questions<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"9\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Developing Power in a Negotiation<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"10\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Best Practice Phrases in a Negotiation<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"11\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Active Listening:<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"12\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Signs of Active Listening<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"13\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Verbal and Non-Verbal Signs<\/span>\u200b<\/li>\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"14\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Breakout Room Exercise: Active Listening &amp; <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Observation<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><strong><span class=\"EOP SCXP235333453 BCX8\">06. <span class=\"TextRun BCX8 SCXP172244132\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP172244132\">Reading Signals and Dealing with <\/span><\/span><span class=\"TextRun BCX8 SCXP172244132\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP172244132\">Difficult Negotiation Situations<\/span><\/span><span class=\"EOP SCXP232836006 BCX8\">\u200b<\/span>\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Dealing with different types of people (especially difficult \/ tough <\/span><span data-usefontface=\"false\" data-contrast=\"none\">negotiators) <\/span>\u200b<\/li>\n<li data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Deadlocks, Standstills &amp; Concessions<\/span>\u200b<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Tricks, Traps &amp; Tactics \u2013 using laws of influence<\/span>\u200b<\/li>\n<li data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">When &amp; Where to Negotiate \u2013 Pros and Cons of Email &amp; Phone <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Calls <\/span>\u200b<\/li>\n<\/ul>\n<h4><\/h4>\n<h4><strong><span class=\"EOP SCXP235333453 BCX8\">07. <span class=\"TextRun BCX8 SCXP111365927\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP111365927\">Emotional Intelligence and Negotiation <\/span><\/span><span class=\"TextRun BCX8 SCXP111365927\" lang=\"EN-US\" xml:lang=\"EN-US\" data-scheme-color=\"@273383,,\" data-usefontface=\"true\" data-contrast=\"none\"><span class=\"NormalTextRun BCX8 SCXP111365927\">Psychology<\/span><\/span>\u200b<\/span><\/strong><\/h4>\n<ul style=\"font-weight: 400;\">\n<li data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Emotional Intelligence<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"2\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Being Present, Mindful &amp; Attentive<\/span>\u200b<\/li>\n<\/ul>\n<\/li>\n<li data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-usefontface=\"false\" data-contrast=\"none\">Negotiation Psychology<\/span>\u200b\n<ul style=\"font-weight: 400;\">\n<li data-charcodes=\"111\" data-font=\"Courier New,monospace\" data-buautonum=\"8\" data-aria-posinset=\"4\" data-aria-level=\"2\"><span data-usefontface=\"false\" data-contrast=\"none\">Heuristics, Mythical Fixed Pie Assumption, Anchoring <\/span><span data-usefontface=\"false\" data-contrast=\"none\">applied to Negotiation, Overconfidence in Negotiation, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Framing in Negotiation, Availability Bias in Negotiation, <\/span><span data-usefontface=\"false\" data-contrast=\"none\">Escalation, Contrast Principle, Big Picture 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