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
	Why anger should be controlled
	How to control opponents' anger
	Stopping opponents' anger

Dealing with Fear

	The effects of fear
	The three most common negotiating fears
	How to increase opponents' fears to accomplish goals
	How to avoid being manipulated by fear

When Things Get Personal

	What to do when an opponent gets personal
	What to do when an opponent stands on a matter of principle
	Why you should never attack an opponent's principles

Offering and Counteroffering

	Guidelines for making offers and counteroffers
	How to handle opponents' offers and counteroffers
	Highballing and lowballing
	Dealmakers and dealbreakers
	Effects of making the first large concession

Closing the Negotiations

	When to close the bargaining
	Closing do's and don'ts
	Closing techniques

A typical 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
	Simulations that allow users to practice course skills, even if they don't have access to the real application
	A course index
	A glossary
	A Skill Assessment