Negotiate for More

Name: Negotiate for More
Rating: 4.5 (30 reviews)

Negotiation psychology and bargaining strategies that get you great deals (+exercises and quizzes)

Created byDr. Claudia Winkler LL.M. (Harvard)

Last updated 4/2022

English

What you'll learn

What 3 numbers you need to prepare to stay on top of the negotiation
When is the best time in a negotiation to talk about money
How to anchor someone in a negotiation
How to make a high first offer without alianating the other side
How to make concessions that keep most value for you but make them happy
4 ways psychology influences your daily negotiations

Course content

5 sections • 18 lectures • 1h 53m total length

Welcome to 'Negotiate for More'!1:00

Before you get started2:43
Get an overview about the 5 different aspects you need to consider when negotiating for the best price.
When should you talk about money7:01
Timing is everything. Learn here, when to best talk about money in your negotiations.
What numbers do you need to prepare9:23
Having these 3 numbers prepared gets you off to a strong start and keeps you focused during the negotiation.
(When) should I make the first offer?10:25
Making the first offer can be very powerful. Learn here why and when you should best make use of this strategy.
How high should I set my anchor number?11:48
There is a fine line between an 'optimistic' and an 'outrageous' first offer. Learn where it lies exactly to help you maximize your outcome!
Panic moment! What if they start super high?5:05
The smart way to make concessions9:05
Giving away little while making the other side feel great about the deal? Here is how this works!

In a perfectly rational world..1:59
The perception of fairness4:30
What I find fair is not necessarily what you find fair. How the subjective perception of fairness can influence your negotiation dynamics.
Managing the satisfaction of the other side7:47
There is no "objectively good deal". You alone manage how satisfied the other side will walk out. And it has nothing to do with how much you give them!
Framing your proposals for maximum influence - glass half full or half empty?10:15
Frames are arbitrary reference points that we use without even thinking of them, and our subconsciousness picks them up and draws a certain understanding out of them. As a master negotiator, you can use them consciously - knowing that they can sway the perception and reaction of the other side on what you have to say or offer.
Decision shortcuts our brains use in daily life3:56
Throughout any negotiation, we are constantly exposed to cognitive barriers, biases as we call them. Biases are shortcuts that our brain takes when making decisions. Learn how to understand and use them in this chapter.
We see what we want to see9:08
Different people will see different things when presented the SAME information. This lecture will help you understand how our experiences and background deeply influence the negotiation dynamics.
Why negotiators might be overconfident5:14
Let's do some interesting exercises to show why negotiations might sometimes be influenced by the "overconfidence effect", a bias towards your own accuracy.
Don't distort my reality with your facts!6:08
We all have certain values and beliefs that are deeply ingrained in our culture, our environment, how we grew up and what all we have experienced in life. These values and beliefs are a matter of the heart, they have nothing to do with rationality. They are sacred, they are not negotiable. Or are they?
What this means for your negotiations2:24
9 Tips to overcome (and use) these psychological challenges5:43

Requirements

No prior experience needed - we all negotiate every day!

Description

Be this for a new car, your employment contract or a huge sales deal, negotiations for money, no matter how big or small, have a special dynamic that is governed by the laws of psychology and strategy.

This course gives you a deep dive into the proven science of bargaining strategy and immediately applicable lessons in human psychology and decision-making that will change your negotiation approach forever.

Over the course of 17 video lessons, filled with examples and insights, you will first discover how universal the dynamics of bargaining are and how they will help you in small and big situations throughout all your future negotiations because you now know:

how and when to make an opening offer (and when better not to),
what it means to "anchor" the other side (and how to avoid this from happening to you),
how to make concessions that leave you with good value but make the other side happy,
how to push exactly to where the other side is likely to have their limit,
in short: How to always get the best deal for yourself when you are bargaining for money.

Equipped with this powerful knowledge, you will then dive deeper into the aspects of human psychology that influence you (and them!) in this dealmaking. You can use this expert knowledge in your negotiations to know exactly how:

decision shortcuts influence your negotiation outcome,
the satisfaction of the other side is actually little dependent on what they get from you,
how you 'frame' (ie formulate) an offer will have a direct impact on whether they will accept it.

This course is filled with practical examples and little experiments that will give you an insight into your actions and psychology. It is rounded off by 12 quiz questions that you can use to check your understanding of the content.

[This course is about competitive negotiation skills, aka bargaining. It complements my other course "Negotiation Secrets for Master Negotiators" which is about collaborative negotiation, aka win-win. Most times, you will need to combine both skills in your daily negotiations.]

Who this course is for:

Anyone who finds themselves in monetary negotiations, no matter how big or small

Negotiate for More

What you'll learn

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Course content

Welcome!1 lecture • 1min

Bargaining7 lectures • 56min

Quiz 10

Psychology10 lectures • 57min

Quiz 20

Requirements

Description

Who this course is for: