After completing Negotiating: Closing the Deal the user should be able to:

	Deal with anger in a negotiation
	Deal with fear in a negotiation
	Deal with personal issues in a negotiation
	Manage offers and counteroffers
	Close a negotiation

Dealing with Anger

	How anger affects negotiation
	The "Controlled Anger" technique
	If your opponent gets angry
	Calming your opponent down

Dealing with Fear

	The effects of fear
	Fear and negotiation
	The top three negotiating fears
	The fear tactic
	How to remain unaffected by fear

When Things Get Personal

	The risks of getting personal
	Getting personal in negotiations
	Neutralizing personality conflicts
	A matter of principle
	Overcoming matters of principle
	When all else fails

Offering and Counteroffering

	The negotiation tango
	Making the first move
	Three opening move strategies
	Using counteroffers
	Guidelines for offers and counteroffers
	Offering highballs and lowballs
	Dealing with highballs and lowballs
	Reacting to offers or counteroffers
	Identifying dealmakers and dealbreakers
	The legalese of offers and counteroffers
	Making the first large concession

Closing the Negotiations

	When is closing time?
	Interpreting body language
	What to expect at a closing
	Closing do's and don'ts
	Devastating closing words
	Effective closing techniques
	The final word on closing

This course has the following features:

	Exercises that allow users to explore how a course topic applies to their own real-world situations
	A file containing the text of the exercises
	A glossary
	A Skill Assessment