Objective: -Ensures that negotiators deal with problems not demands. -what is important to you in negotiations? -They share information, identify common interests, explain why they want a particular solution, and generate overall agreements that provide for mutual gains. -even if those gains are not equivalent for each issue. -Rules for persuasion methods, compromise, bargaining, threat, emotion, logical reasoning. -The Negotiation Process: *Planning *The beginning *The middle *The end Exercise: -Number of Group/Individual exercises for making the session interactive. For Whom: -Executives, Managers who lead a team