Negotiation skills: practical techniques for the work place

Name: Negotiation skills: practical techniques for the work place
Rating: 4.4 (57 reviews)

What to say, when to say it, how to say it, to get more of what you want

Created byAlexis Kyprianou

Last updated 11/2020

English

What you'll learn

How to take the lead and control discussion.
How to influence.
How to use the psychology of your counterparty.
How to exploit emotional intelligence.

Course content

4 sections • 26 lectures • 1h 31m total length

Understanding your counterparty's interests5:46
You will learn what to say, and how in order to bring your counterparty into a collaborative approach to build an agreement together so that you both get something out of the deal.
Q&A on understanding your counterparty's interests6:59
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Understanding your counterparty's interests".
Extracting hidden interests2:56
What to say (and how) to make your counterparty reveal his interests when he is not forthcoming with them.
Q&A on extracting hidden interests2:19
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Extracting your counterparty's hidden interests".
Develop a Plan B up-front3:12
How to use a Plan B for leverage and what to say if you need to reveal it.
Q&A on developping a Plan B up-front3:03
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Develop a Plan B up-front".
Identify the decision-maker on your counterparty's side3:14
What to say to get your counterparty to reveal the true decision-maker, and what to do once you know.
Q&A on identifying the decision-maker2:14
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Identify the decision-maker on your counterparty's side".
Multiple choice questions on Controlling and driving the negotiation

Anchor the first proposal3:58
When to make a proposition, how to make it and the impact it has on your counterparty and the end result.
Q&A on anchoring the first proposal3:49
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Anchor the first proposal".
Counter-anchor your counterparty's proposal2:58
What to do and say when your counterparty beat you to the first proposal. All is not lost...
Q&A on counter-anchoring1:12
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Counter-anchoring your counterparty's proposal".
Ask for the objective reasoning behind your counterparty's proposal3:54
An alternative technique of what to say and do when your counterparty makes the first proposal so that you recenter the negotiation on YOUR position.
Q&A on asking for the objective reasoning4:44
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Ask for the objective reasoning behind your counterparty's proposal".
What's in it for your counterparty?2:19
What to say in order to make your negotiation position more likely to be accepted by your counterparty.
Q&A on what's in it for your counterparty1:08
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "What's in it for your counterparty".
Quiz on influencing your counterparty

Offer a choice to your counterparty5:22
Q&A on offering a choice3:16
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Offer a choice to your counterparty".
Add a deadline to your proposal3:21
You will learn what to say and when to say it in order to play on your counterparty's uncertainty and increase the likelihood that your counterparty accepts your proposal.
Q&A on adding a deadline to your proposal2:18
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Add a deadline to your proposal".
Your turn: what would you do?

Separate emotions from the deal5:29
This technique will guide you as to what to do and what to say and do when your counterparty raises his or her voice.
Q&A on separating emotions from the deal5:43
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Separate emotions from the deal".
Stick to facts2:59
What to say and how to say it in order to control the situation when you want to get your point across without angering your counterparty.
Q&A on sticking to facts3:36
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Stick to facts"
Make a comparison using the word "different"2:58
What to say and how, when you do not agree with what your counterparty is saying.
Q&A on making a comparison using the word "different"2:15
Listen to the expert reply to the most frequently asked questions on the practical aspects of using the technique "Make a comparison using the word 'different' "
Your turn: what would you do in the following scenarios?

Requirements

Absolutely no pre-requisites

Description

Practical and easy-to-implement negotiation techniques to get you more of what you want in any business negotiation. No bla bla, just straight to the practical point.

One bite-size video per technique:

The objective and logic of the technique.
What to say, when to say it, and how to say it.
An excerpt of a negotatiation showing the technique in use.
Bonus video with Q&A to help you refine the use of the technique.

All techniques are a game-changer:

They take you straight to the heart of human behaviour and why people react the way they do in a negotiation.
They draw your counterparty into collaboration and co-construction.
They avoid conflict and lead to a better and durable working relationship with your counterparty.
Give you confidence by reinforcing your hand in a negotiation.

A trainer who has 25 years' international experience in the business negotiation field

Founder and Managing Director of a multinational negotiation advisory and training firm with high profile business clients.
Thousands of executives and employees, in both the private and public sectors trained with these techniques.
Author of the best-selling negotiation technique book for business in French and Italian language (sorry, English version not yet out, hence this e-Learning!).

You should take this course if:

You buy or sell
You are management
You have a commercial or operational role in your organisation
You are an entrepreneur or do business development
You are in human resources and negotiate with staff or unions
You negotiate in your job, internally or externally, voluntarily or involuntarily!

Who this course is for:

All people who negotiate, willingly or unwillingly.

Negotiation skills: practical techniques for the work place

What you'll learn

Explore related topics

Course content

Controlling and driving the discussion8 lectures • 30min

Influencing and persuading your counterparty8 lectures • 24min

Leveraging the psychology of your counterparty4 lectures • 14min

Exploiting emotional intelligence in your negotiation6 lectures • 23min

Requirements

Description

Who this course is for: