Learning outcomes

When you have studied this study session, you should be able to:

• Define and use correctly all of the key words printed in bold.
• Identify the different types of negotiating techniques
• Describe the four elements of negotiation
• Identify the five styles/responses to negotiation
• Discuss the steps required during the process of negotiation
• Describe commonly used tactics in negotiating
• Describe the skills required for effective negotiating
• Describe the effect of moods on the negotiation process
• Identify some of the characteristics of a successful negotiator
• Describe factors that can influence the outcome of negotiations