Outcome: How to give up a little and get a lot.

Skills Taught:

1. Attitude - winning before the negotiation.

2. Positioning - opening strong and closing stronger.

3. Profiling - getting to know your counterparts’ strengths, weakness, goals and leverages.

4. Preparation - what you need to know, let them know and keep from them. (10 key Axioms)

5. Goals - raising the bar on expectations, both yours and theirs. Risk and Reward assessment.

6. Opposition - facing up to opposing tactics, achieving emotional and psychological stability under pressure.

7. Motivation - yours, theirs and that which can be jointly owned.

8. Concessions - when to give them, when not to and when to pretend to.

9. Fear of losing - creating sufficient doubt and uncertainty of the validity of another’s position.

10. Chess play - being 5 plays ahead, enjoying the game and knowing the outcome.