Ten commandments of Effective negotiations

-negotiation is easy
Free tutorial
Rating: 4.2 out of 5 (11 ratings)
568 students
1hr 7min of on-demand video
English [Auto]

Understand some basic concepts and strategies in a negotiation
Acquire skills to know own biases and predispositions
Ability to see and appreciate opponents' perspectives and see through their tactics
Closing smoothly and maintaining balance


  • Basic understanding of English
  • Preferably a little work experience


Broad summary:

Understand the basic concepts,  techniques, and tactics of Negotiations

Be aware of the basic processes in a negotiation

Strategies to be in control and achieve great outcomes

Specifically,  the course aims to impart  some instructions, rules and  tips for a successful  negotiation]

- such as

Knowing oneself-  what one's  needs are,   how it sometimes gets camouflaged and get clarity in  goals and onjectives of the negotiation itself

-  knowing about the other person,  with whom you are negotiating ,  what  his needs are , and how it sometimes gets transformed to  stubborn stances

-  Understand that truth is  all about perceptions and by learning  a few techniques one can get a whole lot of new perceptions of the issue at hand  and a whole set of perspectives that  helps find solutions

-  Understand  what one's biases are  how they are formed  and what influences they  carry in our transactions with  people

-  Understand  how people play psychological games with a view to manipulate another person.    A few prominent games are discussed .  This can help the student to  recognize, and be  aware of the other person's manipulative  ways

-  Creating  more options is the best way to find a wining  outcome.      An  outcome need  not be  only a  winning one  for  oneself.    It can be a  win win outcome for both.      Every challenge has an opportunity

-  The need for asserting ,  and also to  show some anger and aggression to get desired outcome from a stubborn and uncooperative opponent is discussed , as well as some examples are  shown.

-   The  need for  checking one's  escalating emotional commitments ,   getting carried away  by  hustlers are  discussed.   One  needs to  check

-    The closing of a negotiation   needs to  be smooth ;   the process included keeping a few  concessions till the last minute and also by reviewing  the scope and objectives of the negotiation itself.        Sometimes good and optimal solutions emerge from reducing the scope.     At other times,  it can emerge from increasing the  scope.

A negotiation can be sometimes very intense , and draining both physically  and emotionally.        A need to  keep a balance in such times is  discussed.

Who this course is for:

  • Anyone in their mid career involved in selling, conflict resolution etc


Professor in Management
P  Rajan Lakshmanan
  • 4.2 Instructor Rating
  • 11 Reviews
  • 568 Students
  • 1 Course

1.     Alumnus of  IIM Bangalore,  India   PGP   1975-77

        20 years of  Corporate Experience .     Companies worked  Asian Paints Ltd.  Mumbai .   Maini Group Bangalore,    Bangalore Chamber of  Industry and Commerce Bangalore

2    20 years   Academic,  Training  and Consulting Experience

  Worked as Professor  in  Management at reputed Management schools 1999-2018

-   Head of  Dept of  Management Studies  at  Sir M Visveshvaraya Institute of  Technology,  Bangalore   2001-2006

-    Director at   Managemnt Dept  of  Reva Institute of  technology and Manangement,   (Now  Reva University) ,   Bangalore   2006-2008

-  Professor and Incharge of  Management Development  programms in PES   University   2014-2017

3    Consultant and Trainer in  Negotiation  skills since 2001


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