October 25, 2001 

Advanced Negotiations: Kicking it Up a Notch

- How can you ensure a successful outcome to your negotiations? This program explores advanced strategies and issues for success including how to target a better relationship with your suppliers and how to avoid negotiating errors. The panelists will discuss forms of BATNA (best alternative to a negotiated agreement), as well as how to build a reserve margin in your BATNA. This seminar also covers distinguishing between and managing the negotiation content and process, principled versus positional negotiation strategies, negotiating with internal customers, and negotiating in special situations.