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Negotiation: Master Essential Skills for Success
Rating: 4.1 out of 5(37 ratings)
162 students

Negotiation: Master Essential Skills for Success

Become a savvy negotiator by mastering powerful joint problem-solving negotiation strategies and get better agreements.
Created byTom Cantrell
Last updated 10/2017
English
English [Auto],

What you'll learn

  • Effectively negotiate simple transactions and complex multi-year deals.
  • Plan and prepare for a negotiation session.
  • Discover your negotiation needs and interests and those of the opposition.
  • Explore problem solving options that lead to a satisfactory agreement.
  • Develop proposals that will achieve the goals of the negotiation.
  • Practice ways to introduce needs and interests to the opposition.
  • Identify the best alternative to a negotiated agreement.
  • Control your behavior and detach from volatile situations and buy time to think.
  • Get the other side to engage in problem-solving negotiations.
  • Use the power of asking why, why not, and for advice.
  • Reframe the oppositions hardened positions as a set of problems to be solved.
  • Diffuse fears, anger, hostility, and suspicion.
  • Build a golden bridge across which the opposition can retreat.
  • Create ominous outcomes for the opposition that will loom large in their minds and make negotiating preferable.

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Course content

2 sections • 21 lectures • 47m total length

  • Section I Introduction - What You'll Learn0:52

    Identify needs and interests, set goals, and develop proposed agreements through joint problem solving, using fairness standards while assessing alternatives and diffusing the other party’s power.

  • Preparing to Negotiate1:35

    Prepare for negotiation with a flexible plan, anticipate outcomes, and adapt on the fly to seize opportunities, avoid being outmaneuvered, and stay ready for worst-case scenarios.

  • Preparing to Negotiate
  • Needs & Interests1:52

    Identify your needs and why they matter, rank them, and uncover the other party's interests to prepare for effective negotiation. Discover drivers behind needs to inform options for both sides.

  • Developing Options1:24

    Develop options by identifying needs and interests, exploring multiple solutions, and avoiding auto reject. Brainstorm many ideas without judgment, then evaluate and implement fair, mutually beneficial solutions.

  • Creating Options
  • Standards of Fairness1:17

    Explore how to apply external fairness standards, such as market value, legal precedent, and past practice, to resolve disagreements, and discover your best alternative to a negotiated agreement.

  • Alternatives to Agreement2:36

    Prepare your batna to know your fallback when negotiations fail, since negotiation aims to meet interests, not merely reach agreement. Recognize both sides’ alternatives to neutralize leverage.

  • Alternatives to Negotiation
  • Creating Proposals2:08

    Develop proposals that represent possible agreements and move negotiations toward a final agreement, aiming for a dream outcome while balancing the least you could live with and your interests.

  • Rehearsing Negotiation1:31

    Practice negotiations through rehearsals and role-play with a colleague, solicit constructive feedback, adjust your plan, and rehearse again to build readiness for negotiation.

  • Section I Conclusion - Recap1:06

    Identify needs and interests on both sides, assess alternatives to negotiation, diffuse the opponent's power, and craft proposed agreements through problem solving toward a mutually satisfying, fair outcome.

  • Section I Recap

Requirements

  • There are no prerequisites for this course.
  • The successful student should have an interest in applying negotiation skills to their personal and professional life.

Description

In this course, you will to learn how to become an effective negotiator and be able to forge agreements with others from simple transactions to complex deals.

Negotiating is as much a part of life as eating, sleeping, and, breathing. Every day we look for ways to find agreement with others.  Sometimes it’s easy, but more often than not, we find that no matter how hard we try to reach an agreement, we don’t succeed.  We’re looking for a way to get a “yes”, but frequently the response is “no”.

Think about a typical day. You want to go to the beach for a vacation, but your spouse wants to go to the mountains. You have a great idea to present to your colleagues at the office, but all they want to talk about is why it won’t work instead how it might.
 
You get tricked into buying a monthly subscription when you only wanted to try the “free, no obligation” offer. You want to cancel and get your money back, but the customer service person says, “Sorry. You should have read the terms and conditions more carefully.”
 
More and more these days, negotiation is the most frequent method of decision making on the public stage. Although we may not be directly involved in the negotiation, the outcome can affect our lives and the lives of others.

No matter what your role is, learning to be an effective negotiator can make your life better and this course will give you the essential skills you need.

Who this course is for:

  • This course is suitable for business professionals or anyone who wants to acquire or improve their negotiation skills.

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