Learn How to Negotiate Anything
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Learn How to Negotiate Anything

Learn how to negotiate with any client by focusing on results.
4.8 (2 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
1,511 students enrolled
Created by Robert Silva
Last updated 12/2015
English
Current price: $10 Original price: $20 Discount: 50% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 7 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • To negotiate in a way that the result is repeat business
  • To psych up so as to not permit emotions to becloud the issues
  • • To acquire tools to determine the reason why people say they want what they desire
  • To generate options for mutual gain and
  • To become aware if the other party is trying to take advantage of us
  • As a result, the participant will be able to know if the deal was built on terra firma or on sand.
View Curriculum
Requirements
  • No previous requirement
Description

As an actor needs to practice much to develop his thespian talents so does an executive. The course How to negotiate anything is filled with lots of exercises since application is the basis to really learn what is being taught.

Now, differently from the executive bailiwick, negotiation is an essential skill for career growth, which few people invest the time and effort to learn. How to negotiate anything will help you to keep your cool, find out what the other side really wants, avoid being taken advantage of and create mutually satisfactory win-win outcomes.

Who is the target audience?
  • Students that are about to enter the job market
  • Young executives
  • Salesperson or anyone who needs to pick up tools to negotiate better
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Curriculum For This Course
87 Lectures
01:17:48
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What is a Results-oriented Negotiation?
6 Lectures 06:26

You will get to know the Author and Speaker´s background

Preview 01:12

To be convinced that a Results-oriented Negotiation is the best deal for everyone involved.

Preview 00:55

You will go through a negotiation exercise to determine your style.

Preview 01:00

You will determine if you are the type who wins at the expense of others, if you are the looser type or if you manage somehow to find solutions for mutual gain.

Preview 01:11

We will see examples of winners, losers and those who are results-oriented negotiatiors.

Preview 01:25

Results Oriented Negotiation allows for three things to happen. 1) Your learns to value the offer, 2) The conversation is not focused on price, and 3) your overall sales will grow substantially from this approach.

Preview 00:43
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Separate the wheat from the chaff
6 Lectures 10:48

To promote an environment where personal problems do not become barriers.

Preview 00:49

Basically people have two major interests - They want to get what they came for and also they would prefer to maintain the relationship intact.

Preview 03:54

Perception is the process of organizing information and perceiving meaning.

Perceptions
02:24

We can have up to seven different emotional states -- three of them are specially important in negotiations and we see them here, namely, fear, anger and disdain.

Emotions
01:53

We will see the four levels of communication, namely,

•Purpose – The focus is on facts
• Process – The focus is on how the message is conveyed
• Outcome – The focus is on expectations
• Feelings – The focus is on the emotional level
Communication
01:17

How effective am I communicating? Am I touching this person´s heart?

Conclusion
00:31
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Discovering the reasons behind demands
9 Lectures 12:25

We will use an acronym called Q-Hits as our discovery process.

Introduction
01:22

You will learn to be Socratic and ask lots of questions. The reason being is that to arrive at a sensible solution is necessary to reconcile intent – not demands.

Q stands for Questions
03:39

The importance of being humble is that there are things you only discover by being humble.

Humbleness
02:14

This is vital step when you negotiate not with a person, but rather with a team.

Identify key players
00:54

Basically no trust means no sales.

Trust
00:34

An exercise to get out of a bind.

Exercise: Selling a Convertible (What can you say?)
1 page

Assurance builds trust.

Debriefing of Exercise: Selling a Convertible (What can you say?)
00:28

Being straightforward may be difficult at first, but nothing beats transparency.

Straightforward
02:02

To find out what the other side really wants use the Q-HITS acrostic.

Conclusion
01:12
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Come with a win-win attitude to find a win-win solution
22 Lectures 16:09

Creativity techniques are excellent to develop groundbreaking ideas, say, for new products. But to generate win-win solutions, we need to have a win-win attitude.

Introduction
00:49

We will see five red flags, namely: 1. High self-confidence, 2. Premature judgment, 3. Comfort zone mindset, 4. Fixed-pie thinking and 5. Selfishness

Look Out for Red Flags
02:02

1st red flag is high self-confidence or knowing what is best for the other party.

Red Flag #1 - High Self-Confidence
00:31

2nd red flag is premature judgment – don´t judge too quickly.

Red Flag #2 - Premature Judgement
00:48

3rd red flag is the comfort zone mindset – people see generating too many ideas as a hassle.

Red Flag #3 - Comfort Zone Mindset
00:24

4th red flag is fixed pie thinking or in other words, for me to do better, you must do worse.

Red Flag #4 - Fixed Pie Thinking
00:29

5th red flag is selfishness takes place when someone only cares only about himself and doesn't consider others. It´s the opposite of altruism

Red Flag #5 - Selfishness
00:33

Exercise to help the student create options that both parties can benefit.

Exercise Positioning - Andrew Inventing Options
00:32

Exercise - Andrew's Inventing Options (D1M4H1.1)
1 page

A win-win spirit requires three things: (1) Integrity, (2) Abundance Mentality and (3) Maturity.

Win-win attitude has three traits
00:48

Negotiation exercise for generating a win-win solution

Exercise Positioning - Inventing options for mutual gain
00:38

The three attitudes are integrity, maturity and abundance mentality.

Exercise - D1M4H2.1 - C&C ERP Sales Buyer - Inventing options mutual gain option
1 page

Exercise - D1M4H2.2 - COACHRETAIL Seller - Inventing mutual gain options
1 page

Exercise - Sales of ERP - Enterprise resource planning which is business management software.

Debriefing of Exercise - Inventing options for mutual gain
00:54

• Evaluation – you judge the value, importance or quality of the idea
• Doubting – you question what is being said.
• Inferring – you interpret, explain
• Challenging – you get them to put their money where their mouth is.
• Testing – you have a solution finder attitude
Five Attitudes Regarding Solutions
01:26

This exercise shows that it is possible to have a win-win deal.

Trade Union Negotiation
00:35

Finding out the attitude implied by the answer that was given.

Understanding Attitudes - 1st Answer
00:39

Understanding Attitudes - 2nd Answer
00:29

Finding out the attitude implied by the answer that was given.

Understanding Attitudes - 3rd Answer
00:33

Finding out the attitude implied by the answer that was given.

Understanding Attitudes - 4th Answer
00:35

Finding out the attitude implied by the answer that was given.

Understanding Attitudes - 5th Answer
00:33

•Be willing to invest time to find useful alternative. The more the merrier.
•Separate the moment of brainstorming for ideas from its evaluation.
Conclusion
02:51
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Be fair; tough, if necessary
8 Lectures 04:38

To know how to deal with unfairness in negotiations.

Introduction
00:40

You give a definition for objective criteria and you make a list examples of standards you consider fair.

Exercise - Define Objective Criteria and Give Examples
00:24

Objective criteria are fundamental information that is independent of the parties doing the negotiation while at the same time being relevant to what should or should not be agreed to in that particular negotiation.

Exercise Debriefing: Define Objective Criteria
00:18

Possible objective criteria are court decisions, market price, law of reciprocity among others.

List of Criteria
01:08

1. Are these Criteria objective?

2. Assuming they are, how do you know if they are the most suitable ones?

3. Never give in to pressure - only yield gracefully to reason.

3 Key Elements of Merit Based Negotiation
00:44

Do these criteria meet a set standard? Do they cut the mustard?

Criteria #2 - Are They The Most Suitable Ones
00:51

Never give in to pressure only yield gracefully to reason.

Criteria #3 - Never Give in to Pressure
00:20

Always leave the negotiation table with that gut feeling, “Oh, boy, that was a good deal”.

Conclusion
00:13
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Be strategic in your dealings
11 Lectures 09:20

Learn how to develop the Best Alternative To a Negotiated Agreement.

Introduction
00:49

Activity to practice negotiation and begin to learn what to do if the other party refuses to negotiate.

Activity 6-1: The Sale of a License Plate
00:35

Exercise - D1M6H1.1 - Buyer of the licence plate
1 page

D1M6H1.2 - Seller of the licence plate
1 page

Negotiation is pursuing what we want in a way that gives us a better result than we can get by not negotiating at all.

Reflections on the Negotiation
01:04

BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. And it stands for "Best ALTERNATIVE TO NEGOTIATED AGREEMENT"

What is BATNA
00:37

We will do an exercise of creating one´s BATNA for a very common business situation.

How To Develop a BATNA
01:13

•Relationship with this client
•If you can sell your product elsewhere
•If you can cut something to reduce the price and you still continue being profitable
Exercise Positioning: How to Create your Own BATNA
00:33

Video to illustrate BATNA concept
02:46

It does not come from money, connection, physical strength or dirty tricks. Be ready to find out where the real power to negotiate comes from.

Conclusion | Where Does Power Come From?
00:38

Here it is presented in a nutshell a summary of the entire course .

Conclusion | It Comes From Being Strategic
01:05
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Tough negotiations and dirty tricks
25 Lectures 12:02

To know how to deal when the other party is not being fair.

Introduction
00:41

The goal is to find a mutually satisfying solution.

First step - Tough Negotiations
00:50

Presentation about the seven different dirty tricks that we are going to go over.

Second Step - Dirty Tricks
00:48

Because it is a mindset change from making statements to asking questions.

Why jiujitsu technique works
00:58

What to do when the other party says, "I'm sorry, but boss will never go for this”.


Exercise 1 - Boss
00:16

How do you manage if the other says, “Well, do you want or don't you?”

Exercise 2 - Checkmate
00:17

Jiu Jitsu is akin to a physical game of chess, in the sense both opponents begin with the same amount of options. But a checkmate does not have to be a checkmate if you know how to deliver a Jiu Jitsu blow.

Exercise 2 - Debriefing
00:21

You just heard, "That´s not the way we do business around here". What do you say in this case?

Exercise 3 - The way things are
00:14

We will see how to change the stance of an opponent to a member of a team. The approach is -- instead of fighting each other, join efforts to solve a common problem.

Exercise 3 - Debriefing
00:18

What if the other states that your numbers are wrong. What do you do?

Exercise 4 - Numbers
00:15

The more specific the better.

Exercise 4 - Debriefing
00:15

What if there is a demand, and the other party says, "No way. You will have to lower the price". How do you address this issue?

Exercise 5 - Price
00:14

Here we will see how to put price in perspective.

Exercise 5 - Debriefing
00:17

Imagine if during the negotiation, the other side says, "If you can't deliver it by November 26th, I don't it want anymore". How do you handle this objection?

Exercise 6 - November 26
00:19

Learn to find out what is behind the demands of the other negotiator.

Exercise 6 - Debriefing
00:16

Dirty tricks happen when the other party enters the negotiation with a far from a win-win attitude.

Second Step - Dirty Tricks
00:35

Don't feel intimidated. Calmly, ask him to take a sit or you stand up.

Example 1 - Physical Intimidation
01:15

Guilt is a poor, manipulative strategy to get you to do something you really don't want to do. We will see how to overcome this dirty trick.

Example 2 - Guilt trip
00:33

Disrespect basically is to treat someone with contempt.

Example 3 - Disrespect
00:24

A common threat in negotiation is the "Take it or leave it" approach.



Example 4 - Threat
00:30

They imply things to confuse you such as, "You look kind of ill to me. Are you ok?"

Example 5 - Insinuation
00:21

They force you to the sideline and leave you waiting forever.

Example 6 - Wallflower
00:33

They lead you into believing that they want to close the deal, but his partner is the problem.

Example 7 - Good guy/Bad guy sequence
00:43

Talk about what is happening ─ don't sugarcoat a dirty trick. Use jiujitsu moves. And if the worse comes to worst, do not negotiate. Refuse to be a victim.

Beware of dirty tricks
00:35

Now you can stand on your feet without letting them stand on your toes.

Conclusion
00:14
About the Instructor
Robert Silva
4.5 Average rating
14 Reviews
2,732 Students
4 Courses
United Nations Master Trainer of Entrepreneurship

Robert Silva was born in Brazil. He is the son of Spaniards immigrants who left Malaga to come to Brazil. He graduated as Chemical Technician and went to pursue his Chemical Engineering degree in the States. He graduated as a Chemical Engineer from Iowa State University and went to work in Germany for Dow Chemical GmbH.

Roberto returned to the States to pursue his MBA degree with emphasis in finance. To support himself he taught diffential calculus. After his MBA, he returned to Brazil and worked for Du Pont for 8 years. He took on several assignment -- one of the them working as the Plant Area Manager for the Du Pont Titanium Plant in Antioch, California.

For the past 12 years, Roberto has worked for United Nations Conference on Trade and Development delivering workshops on entrepreneurship.

Founder of Brasil Portrait, acquired by BACE Healthcare, a Hartman Group company.

Specialties: Negotiator, salesperson, Master trainer, chemical engineer, Strategic Planning