<b>SESSION IV: PREPARING FOR A NEGOTIATION</b><br>
a. Internal Planning<br>
i. Market Research<br>
ii. BATNAs<br>
iii. Internal Term Sheet<br><br>

b. Preliminary Discussions<br>
i. Negotiating in Pre-negotiation Discussions<br>
ii. Controlling the Environment<br>
iii. Developing a Rapport