Negotiations and decision making

Chapter 1 Introduction (The history of negotiation - Auction versus negotiation - Types of agreement) – Chapter 2 Emotions and Negotiations – Chapter 3 Negotiation strategy (3D concept - ZOPA - BATNA - The fax) – Chapter 4 Negotiator profile – Chapter 5 Business case (Business meetings - A high bid) – Chapter 6 Tools to analyze and establish a negotiation strategy – Chapter 7 Decision making – Chapter 8 Multi-party negotiations – Chapter 9 Legal perspectives on negotiations (Disputes) – Chapter 10 Cultural considerations – Chapter 11 Team dynamics (Tricks - Barriers and problem solving - Renegotiations - Case-story: Camp David Peace Agreement - More guests)