Negotiation Ploys and Tactics

Name: Negotiation Ploys and Tactics
Rating: 4.7 (2 reviews)

What They Don't Teach You in Business School

Created byMasih Bahadori

Last updated 11/2024

English

What you'll learn

Identify and understand various negotiation ploys
Learn how to counter negotiation ploys
Utilize negotiation tactics to level the playing field at the bargaining table
Gain greater confidence at conducting negotiations
Become a more effective negotiator

Course content

4 sections • 18 lectures • 1h 33m total length

Introduction4:36
What is a ploy? What do we mean by a tactic? This first lecture will help you understand what we mean when use the word "ploy" and "tactic" during this course, and it will introduce the framework for how we're going to study each ploy so that you're not being taken advantage of during the course of a negotation.
Let's meet the players...3:28
Every negotiation involves a set of participants or players, and it is important that you understand who they are and what role they play during a negotiation.

Ploy #1: MISDIRECTION5:11
After completing this lecture, you will learn how to recognize when you are being misdirected and how to counter this dangerous ploy.
Ploy #2: THE ONE AND ONLY4:47
In this lesson we will dive deeper into one of the oldest tricks used in negotiations, namely the appearance that there is only one choice and you must chose it.
Ploy #3: GOTCHA!5:47
Just when you thought you had escaped or found comfort in safe place, there it is...the GOTCHA! ploy. In this lesson, we will learn how to keep from falling into this negotiation trap.
Ploy #4: TIME IS OF THE ESSENCE4:30
Time is a powerful weapon that can be wielded during negotiations. How so? Let's find out...
Ploy #5: IF YOU, THEN ALL, SO NONE AT ALL5:20
It is consistency we seek and it is consistency that we want in all things. Savvy negotiators have recognized this trait in all of us and will use it to gain an advantage. Let us take a closer look at this interesting negotiation ploy so that you can avoid falling for it.
Ploy #6: GOOD COP/BAD COP ROUTINE7:54
The old good cop, bad cop routine. While it may seem familiar, this is a negotiation tactic that is often overlooked and underappreciated in negotiations. In this lecture, you will learn how to counter the good cop, bad cop ploy.
Ploy #7: THE ULTIMATUM5:34
My way or the high way...the ultimatum. In his lesson we will explore this timeless, powerful, and effective ploy used in negotiations.

What you're up against...5:07
This lecture will give you an understanding of what you're often up against when conducting business negotiations and why you should use tactics to level the playing field.
Tactic #1: LOCATION! LOCATION! LOCATION!5:02
Tactic #2: SCHOOL ZONE6:23
After completing this lecture, you will learn how to use the "SCHOOL ZONE" tactic to help you navigate your way through negotiations and create a more balanced playing field.
Tactic #3: THE ANCHORING EFFECT6:23
What is the anchoring effect? And how does it work? In this lecture, we will review a popular negotiation tactic so that you know how and when to use it.
Tactic #4: SILENCE IS GOLDEN6:35
Silence is indeed golden when it comes to negotiations. This lecture will focus on how we can use silence to our advantage in order to create a more balanced playing field.
Tactic Killers5:59
There's nothing like someone or something to kill your hard-fought negotiation efforts. In this lesson we'll take a look at these killers so you can learn to avoid them and help you be more successful in your negotiations.
How to Recognize Good-Faith Negotiators5:20
This lesson will teach out about the tell-tale signs of a good-faith negotiator.

Additional Resources (and Copy of the Presentation Slides)3:45
This lecture will provide you with information on additional resources, such as books and a training program on negotiations. A copy of the presentation slides are provided here as well under "Downloadable Materials".
Summary and Conclusion2:06
This final lecture will provide a brief overview of what we covered in this class and some closing remarks. Good job on completing the course, and thank you for your support!

Requirements

No required skills, experience, tools or equipment are required for this course.

Description

Negotiation plays a key role in the day-to-day life of working professionals around the world. Unfortunately, most training and educational materials on negotiation focus on abstract theories or general concepts that can not be applied to actual negotiations, and they lack any real-life application. There is little focus on specific ploys and tactics utilized by savvy negotiators every day to gain an advantage at the bargaining table. This course seeks to fill this void by exploring a series of ploys used by others to gain an advantage over you, including MISDIRECTION, GOTCHA!, THE ONE AND ONLY, and many more. For each ploy, this course will review what it is, why it works, how to spot it, and how to counter it so you will be better equipped to recognize and avoid falling for them. In addition, this course will offer an assortment of negotiation tactics that you can use to create a more balanced playing field at the bargaining table, such as THE ANCHORING EFFECT, SCHOOL ZONE, and SILENCE IS GOLDEN. Whether you’re an aspiring entrepreneur, young professional, experienced negotiator, business executive or just someone who is curious about negotiations, an understanding of these timeless ploys and tactics will help you become a more knowledgeable and effective negotiator.

Who this course is for:

Business Professionals
Negotiators
Lawyers
Managers
Leaders
Procurement Professionals
Entrepreneurs
Business Owners
Leaders

Negotiation Ploys and Tactics

What you'll learn

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Course content

Introduction2 lectures • 8min

The Ploys7 lectures • 39min

The Tactics7 lectures • 41min

Conclusion2 lectures • 6min

Requirements

Description

Who this course is for: