Introduction -- Negotiating scenarios -- The need for compromise -- Summary -- Key principles -- Clear objectives -- Thorough preparation -- Good personal relationships -- Summary -- Core skills -- Oral Expression -- Logical argument -- Analysis -- Listening and questioning -- Prioritizing -- Interpersonal skills -- Summary -- Be SMART -- Ideal outcome -- Fall-back position -- Bottom line -- Best alternative to a negotiated agreement (BATNA) -- Summary -- Understanding yourself and the other side -- Learning the ropes -- Rehearsing -- Learn from previous negotiations -- Team roles -- Your own case -- The other side -- Concessions -- Summary -- Getting to know them -- One-to-one discussions -- Summary -- Making an impact -- How to begin -- Techniques that can help -- If your facts are wrong -- Summary -- Listening -- Questioning -- Don't get caught out -- If things get difficult -- Summary -- Perception -- Eye contact -- Positive language