Contents

• Communication and persuasion: how we listen, how we read body language, and how we ask the right questions; verbal and nonverbal communication;

• Strategies and tactics, different styles of negotiation;

• Mirroring technique in negotiations;

• Preparing for negotiations, data search, and market research;

• Planning negotiations, considering all possible options for achieving the goal (BATNA, WATNA, ZOPA);

• Practical negotiation simulations: role-playing based on real scenarios in various business roles and negotiating with a partner to help develop understanding and skills;

• The "anchor" effect in negotiations;

• Intercultural negotiations: business negotiations in the context of globalization, communication with partners from different cultures.