The Complete Negotiation Skills & Strategies Course

Identify the core negotiation problem, map your options, and evaluate payoffs to choose the best long-term solution. Prepare a plan B and practice executing the chosen option.

Develop emotional control to stay calm and focused in negotiations with difficult or aggressive counterparts, avoid reacting or being pushed around, and use patience to strengthen your position.

Sharpen verbal communication for face-to-face negotiations by speaking clearly at a measured pace, confirming understanding, and promoting balanced two-way dialogue with your counterpart.

Develop decision making ability by weighing options, considering outcomes and payoffs, deciding, acting, and learning from results to refine future choices.

Ethics and responsibility guide every negotiation, urging you to use your moral compass and ethical guidelines to make the right choices for your company, family, and long-term success.

Choose good questions to drive discovery and learn what others value and their desired outcome, guiding negotiations toward a win-win. Rephrase questions to extract essential information without blaming others.

Show empathy during negotiations to explore collaborative options rather than a win-lose stance, recognizing the other party's constraints and offering practical solutions like inventory or receivables.

Develop flexibility in negotiations by balancing give and take, exploring multiple options, and creatively adjusting terms such as salary, vacation, or stock to reach mutual gains.

Learn from mistakes by reflecting on what went well and what didn’t. Apply these insights to future negotiations by evaluating communication, time limits, pros and cons, options, and body language.

Build value to justify a price by showing outcomes you deliver, such as salary or cost savings. Highlight your skills, experience, and benefits you bring.

Learn to negotiate a give-and-take deal by obtaining tangible returns, such as extra vacation, stock options, or a salary review, to ensure fairness when you concede on salary.

Use silence as a strategic negotiation tactic to let the other party speak and avoid giving away value during salary talks. Stay comfortable with silence to improve outcomes.

Prepare thoroughly before negotiations by identifying your goals, concessions, and value, anticipate the other side’s needs, rehearse scenarios like salary talks, and justify your demands at the table.

Set the stage for negotiation by establishing ground rules, time limits, and mutual fairness. Present big-ticket items, align on goals, and outline a clear introductory position for a smooth start.

Navigate the exploratory phase to reach common ground by understanding the other party's needs, exploring trade-offs, and generating creative options through calm, clear communication and problem solving.

Finalize the settlement phase by active listening, clearly documenting terms, ensuring both sides understand and sign off on outcomes, and specifying future commitments to avoid ambiguity.

Monitor performance and hold both parties accountable during the follow-up phase, delivering on promises to preserve trust and maximize outcomes for future negotiations.

Show up on time to build rapport and reduce stress before negotiation. Arrive early, stay prepared, and project calm to set a favorable negotiating state.

Master a firm, eye contact handshake to introduce yourself and build rapport in negotiations. Stick out your hand, say hi, and convey openness and honesty to foster connection.

Negotiate with decision-makers, not non-decision makers; choose the right partner, like selecting the best poker table, to extract the most value and set yourself up for success.

Maintain friendly eye contact to build connection during negotiation, strike a balance between staring and looking away, and practice face-to-face dialogue for a comfortable negotiation.

Maintain friendly eye contact by controlling facial expressions, avoid frowns or smirks, stay open and relaxed, and invite honest feedback on your impressions.

Master personal space in negotiation by applying proxemics, maintaining an arm's-length distance, and adjusting for loud environments to keep both parties comfortable and focused.

Keep your limbs relaxed and open to convey a friendly, attentive stance during negotiation. Avoid crossing arms, tapping fingers, or fidgeting, and face the other party to reinforce open communication.

Keep your hands relaxed and away from your face to avoid signaling unhappiness in nonverbal cues, avoid tapping or scratching, and rest on the table while taking notes.

Slow down your speech and be quiet. Maintain an even pace, use a friendly, steady tone, take breaks when needed, avoid extraneous information, and invite the other person to respond.

Review the 12 negotiation skills and the negotiation process, and learn to implement that process in future negotiations, with emphasis on effective body language and communication.

Uncover 2023 entrepreneurship trends, including accelerated digital transformation powered by AI, VR, AR, and IoT. Address inflation, supply chain security, sustainability, immersive customer experience, and globalization to shape entrepreneurial strategy.