Negotiation characteristics, When and when not to negotiate, Interdependence, Mutual adjustment, Conflict, Distributive bargaining situation, Tactics, Negotiation positions, Recognizing integrative situations, Key steps in the integrative process, Successful integrative negotiation strategies, Stages and phases of the negotiation process, Planning process, Moving from planning to action, Perception defined and the impact of distortion, Cognitive biases, Managing misperceptions and cognitive biases, Communication and the Negotiation Process, Role of communication in the negotiation process, How people communicate in negotiation, How to improve your communication, Power and Negotiation, Sources of power, How to manage power imbalances, Keys to effective persuasion & responding to risks, Ethics in Negotiation.