Negotiation Skills: Become A Master Of Negotiation

In this lecture, Gavin distinguishes between effective negotiation practices and some behaviours that will prove ineffective and damaging in the long term.

Here, Gavin tells some stories from his experiences in overseas markets that distinguish between effective negotiation strategies, and market-style haggling.

In this lecture, Gavin explains the seven stages of effective negotiations and shows you how you can use them to develop better deals.

Here, Gavin invites you to reflect on a recent negotiation in which you've been and also to explore how you used each of the 7 steps. 

Gavin introduces a key idea in preparation, ensuring you are equal, and that the other party is ready to negotiate with you.

In this lecture, Gavin invites you to create agreement phrases that you will be comfortable using to ensure that before you begin your negotiations, you have received agreement from the other party that you are equal and that they are ready to negotiate. Make sure you watch these exercise briefings and complete the exercises, to get the most from this material.

Here, Gavin introduces a key model to help you prepare called the 4 P's (or the 4 "likes"). Understanding the Preferences, Prejudices, Personality and Past of the person you are negotiating with is key to successful collaboration.

In this lecture, Gavin highlights the importance that personality plays in negotiation and stresses the importance of getting to know the person you are negotiating with before you have to make a final agreement.

Gavin demonstrates here why a "We, then Me" attitude produces more effective results for professional negotiators.

In this lecture, Gavin asks you to consider a negotiation you are involved with and asks you to apply the 4Ps to the person you are negotiating with. As you complete this exercise you will start to understand more about the way you will have to plan and execute this negotiation differently according to what you know about the person you are negotiating with. 

For Step Two, Gavin introduces one of the key concepts in effective negotiations: variables. He explains the importance of searching for these "creative options" and explains why at this stage you will need to start thinking about variables as a critical tool to getting deals that work for all the parties in your deals.

In this lecture, Gavin gives some examples of creativity in variables

You are invited to start to brainstorm for yourself the variables you will use in future negotiations to get more for yourself and more for others.

In this lecture, Gavin introduces another critical tool for the successful negotiator, the 'WIN Matrix'. This tool will help you plan effectively for future negotiations by articulating your top middle and bottom lines for future deals. Gavin also discusses here the BATNA, your Best Alternative To A Negotiated Agreement.

Here, you are invited to start using the WIN tool in a real scenario. Using your workbook you will set a Want, Intend and Need point for a future negotiation scenario.

In this short introduction to this section, Gavin explores the importance of seeing your partner's point of view as you are preparing to negotiate. 

Here, Gavin explores how humans create their own maps of the world and explains how you can gain important ground in preparation by seeing through the lens of the person you are negotiating with.

In this lecture, Gavin invites you to take a journey into the mind of a person you need to negotiate with. By stepping into their shoes you will get to prepare from their viewpoint and gain a critical insight into how you can create an agreement that works for all.

Gavin explains the importance of getting onto equal ground before you discuss any issues with your negotiation partner. He introduces the importance of stating your intentions and getting an agreement to collaborate before you enter any further into a negotiation.

This lecture introduces a key concept in the world of mediation and shows how you can go beyond "active listening" when you negotiate. You will see how you can use "co-active listening" to deepen your understanding and build long-lasting rapport with anyone with whom you need to negotiate. 

Here, Gavin explains how great negotiators and effective listeners, use the power of pause to build rapport, deepen understanding and get to the heart of important issues.

In this exercise, you will get to practice turning your "closed questions" into "open questions". In doing so, you'll learn a key tool for opening mouths, minds, hearts and wallets.

This exercise challenges you to think about what you can do to really exceed the expectations of your negotiation partner and find creative variables to use that create a radical shift in how they get value from their relationship with your business.

Here, Gavin introduces the concept of Socratic questioning and demonstrates the concept with our cameraman.

In this exercise, you are invited to practice using agreement statements to build agreement in your negotiations.

To start this section, Gavin stresses the importance of making your proposal clear and being in control of the negotiation by controlling the proposal.

This exercise will get you to put the theory into practice by writing your own proposal.

In this lecture, Gavin introduces the bargaining element of negotiation and how to use it.

In this exercise, Gavin wants you to think about how you create your time outs in a negotiation.

Here, Gavin explains the value of moving in small steps and how silence can be your friend in a negotiation.

In this exercise, Gavin asks you to think about a question or statement you might use to ensure you are both on the same page.

In this lecture, Gavin stresses the importance of using the bargaining stage to exchange variables effectively, creating the foundation of an agreement that will work effectively for both parties. 

In this short lecture, Gavin warns you of the perils of letting your negotiation partner control the negotiation by being the one who sends you their proposal first.

In this practical exercise, you will get to draft an agreement in principle, to articulate an agreement you have created.

In this fascinating lecture, Gavin introduces the principles behind Innate Health. He shows you how you can understand your human operating system and use it more effectively to get more of what you want in life.

In this exercise, you are challenged to explore in a deeper way how you're thinking is the source of your feelings and your whole human experience. It will help you to gain your own insight into how the human operating system and an understanding of it will support you as a negotiator.

In this lecture, Gavin explains how effective negotiators use their understanding of how the mind works and how others operate to not only connect more deeply but to also influence more effectively the people with whom they negotiate.