Section 1: Welcome: Let’s Start Building Your Negotiation Skills

Section 1: Let’s Learn the Fundamentals of Creating Value through Negotiation

Section 1: More than Cash at the Summer Cottage (Case Study)

Section 2: Three Key Concepts: The BATNA, Issues, and Interests

Section 2: How to Create an Advantage through Preparation

Section 2: One CEO on the Power of Alternatives in Buy/Sell Situations

Section 2: Time Warner’s BATNA Fail (Case Study)

Section 2: The New Hire’s Compensation Package (Case Study)

Section 3: Reciprocity and the Ant Army

Section 3: Two Ways to Create a Collaborative Environment

Section 3: Let’s Build Your Muscles around Labelling Concessions

Section 3: Reciprocal Communications II: Concessions in Installments

Section 4: Leveraging Subjective Value and a Focus on the Decision Maker

Section 4: 5 Communication Upgrades when You’re Negotiating

Section 4: Building Deal Creativity Muscles (The Disney / Pixar Case Study)

Section 4: The Psychological Factors that Impact Negotiations

Section 4: Subjective Value at the San Diego Port

Section 4: Bringing Your Interests “into the Room”

Section 4: Let's Wrap and Get You Your Certificate