The case study involves purchasing a ride-on lawn mower. This is an unusual item of equipment that few people will ever purchase. However, all the skills necessary for a large capital equipment purchase or a personal purchase will be necessary to successfully complete the case study.

• At the end of this course participants will be able to:
• Analyse their own unique negotiating style and recognise the strengths and weaknesses of their personal profile.
• Develop strategies and negotiation tactics to maximise the material outcome and retain the personal relationship.
• Discover the material expectations of the other party and adjust these expectations downward when required.
• Prepare strategies prior to negotiation to achieve a better settlement.
• Conduct a competitive negotiation.
• Understand the necessity to prepare an opening position, settlement objective and fallback position prior to commencing the negotiation

• Preferred Negotiating Style Analysis.
• 5 Negotiating Outcomes.
• The Two Basic Negotiating Styles.
• The Negotiating Matrix.
• Structuring a competitive negotiation.