Negotiation isn't magic, trickery, or some mysterious dark art that is only known to a lucky few. It's about planning (strategy) and interacting (tactics). In this course, we'll look at the 65 most important negotiating tactics and counter-tactics and then decide on the half dozen that you'll use 90% of the time.

I've spent most of my career by training senior executives and MBA classes to be more successful negotiators, communicators, and deal-makers. I have a very direct, forthright approach that focuses on business situations, be they external negotiations with customers or supplies, or internal conversations with colleagues, bosses, and subordinates.

We'll start our work by looking at the 5 categories of negotiating tactics: information gatherers, time managers, value manipulators, emotional triggers, and relation builders. In all, we'll be looking at around 65 tactics but don't be intimidated. Good negotiators just use 5 - 10 tactics on a regular basis. You have to be familiar with the whole universe of tactics so you know what your counter-party is doing, but you don't have to use them all.