Learn How to Negotiate Anything

Learn how to negotiate with any client by focusing on results.
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Instructed by Robert Silva Business / Sales
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  • Lectures 87
  • Length 1.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
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    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 12/2015 English

Course 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.

What are the requirements?

  • No previous requirement

What am I going to get from this course?

  • 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.

What 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

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: What is a Results-oriented Negotiation?
01:12

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

00:55

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

01:00

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

01:11

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.

01:25

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

00:43

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.

Section 2: Separate the wheat from the chaff
00:49

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

03:54

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

02:24

Perception is the process of organizing information and perceiving meaning.

01:53

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.

01:17

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
00:31

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

Section 3: Discovering the reasons behind demands
01:22

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

03:39

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.

02:14

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

00:54

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

00:34

Basically no trust means no sales.

1 page

An exercise to get out of a bind.

00:28

Assurance builds trust.

02:02

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

01:12

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

Section 4: Come with a win-win attitude to find a win-win solution
00:49

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.

02:02

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

00:31

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

00:48

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

00:24

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

00:29

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

00:33

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

00:32

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

Exercise - Andrew's Inventing Options (D1M4H1.1)
1 page
00:48

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

00:38

Negotiation exercise for generating a win-win solution

1 page

The three attitudes are integrity, maturity and abundance mentality.

Exercise - D1M4H2.2 - COACHRETAIL Seller - Inventing mutual gain options
1 page
00:54

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

01:26
• 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
00:35

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

00:39

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

Understanding Attitudes - 2nd Answer
00:29
00:33

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

00:35

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

00:33

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

02:51
•Be willing to invest time to find useful alternative. The more the merrier.
•Separate the moment of brainstorming for ideas from its evaluation.
Section 5: Be fair; tough, if necessary
00:40

To know how to deal with unfairness in negotiations.

00:24

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

00:18

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.

01:08

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

00:44

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.

00:51

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

00:20

Never give in to pressure only yield gracefully to reason.

00:13

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

Section 6: Be strategic in your dealings
00:49

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

00:35

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

Exercise - D1M6H1.1 - Buyer of the licence plate
1 page
D1M6H1.2 - Seller of the licence plate
1 page
01:04

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

00:37

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"

01:13

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

00:33
•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
Video to illustrate BATNA concept
02:46
00:38

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.

01:05

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

Section 7: Tough negotiations and dirty tricks
00:41

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

00:50

The goal is to find a mutually satisfying solution.

00:48

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

00:58

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

00:16

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


00:17

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

00:21

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.

00:14

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

00:18

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.

00:15

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

00:15

The more specific the better.

00:14

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?

00:17

Here we will see how to put price in perspective.

00:19

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?

00:16

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

00:35

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

01:15

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

00:33

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.

00:24

Disrespect basically is to treat someone with contempt.

00:30

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



00:21

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

00:33

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

00:43

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

00:35

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.

00:14

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

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Instructor Biography

Robert Silva, 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

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