The Fundamentals of Powerful Negotiation
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The Fundamentals of Powerful Negotiation

Learn the basics of powerful negotiation.
3.0 (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.
64 students enrolled
Created by The Great Courses
Last updated 5/2015
Current price: $10 Original price: $50 Discount: 80% off
5 hours left at this price!
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  • 1.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Learn the advantages and shortcomings of competitive bargaining.
  • Discover how to keep the peace at the negotiating table and find win-win situations using Interest-Based bargaining.
  • Utilize strategies such as the Midpoint Strategy, the Independent Criteria Strategy, and the Soft Offer Strategy.
  • Master key concepts including Lowballing, Anchoring, and Escalation Psychology.
  • Find ways to use negotiation strategies in your everyday life.
View Curriculum
  • No prior knowledge is required.

Negotiation is a big part of life - from buying a car or a house, taking a new job, or working out a serious conflict. Yet it's easy to believe we're usually at a disadvantage - that others are born negotiators, while we are not. Nothing could be further from the truth. Negotiation is a skill that just about everyone can learn to do well.

Presented by a master negotiator, these lessons teach you how to approach all phases of a negotiation and deal with a wide range of problems. Professor Freeman shows you how to negotiate effectively in both competitive and collaborative situations. You learn the art of handling sharp tactics, haggling, psychological traps, and other challenges, while always being "hard on the problem and soft on the person" - which is the key to achieving a mutually beneficial outcome.

Knowledge is power, and The Art of Negotiating the Best Deal gives you a potent set of tools to serve your interests, resolve disagreements, and advance causes that you hold dear in respectful, principled ways. What could be more useful than that?

Who is the target audience?
  • An excellent introduction to the art of negotiation.
  • Perfect for anyone who wants the skills to negotiate successfully in any situation.
  • Great for experienced negotiators who want to sharpen their skills and gain new insights.
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Curriculum For This Course
19 Lectures
The Hopeful Power of Negotiation
6 Lectures 24:14

This video introduces you to an important but much dreaded life skill, “Negotiation”. Prof. Seth Freeman tells you that nobody is a born negotiator, and yet by following simple learnable techniques, you can master the art step by step.

Preview 04:03

In this video, Prof. Freeman talks about a common approach to negotiation. It's called distributive bargaining, a form of negotiation that we all are familiar with. The term refers to competitive negotiating, hard bargaining, haggling, or win-lose negotiation. It has its advantages but is not without its shortcomings. Find out what these are.

Preview 03:22

In this video, Prof. Freeman talks about an alternative approach to negotiation. Interest-based bargaining has the potential to keep the peace at the negotiating table, and help all parties win. The video demonstrates the simple techniques involved in interest-based bargaining, and how it can lead to win-win situations.

Preview 04:44

Do you think creating a win-win situation for negotiators on both sides of the table can be improbable in the real world? What if this negotiating table is located in the Middle-East? Think it's impossible? Think again. This video reveals how the Camp David Peace Accords got signed because somebody had the courage to ask the seemingly dumb question.
How Interest-Based Bargaining Changed History.

Can interest-based bargaining work in our everyday lives? Sure it can. This video presents a case study, Impasse 4.0, in which Mike stars as a skilled negotiator who uses the simple techniques of interest-based bargaining to get his team out of a corner and, in the bargain, save his career.
Interest-Based Bargaining: A Tool for Success in Everyday Life

This video is your companion for a step-by-step guide to apply the techniques of interest-based bargaining in your everyday life. Prof. Freeman presents six easy steps to successful interest-based bargaining in this video. Tough situations often present themselves without warning whether in your personal life or at work, and practicing a structured approach to negotiating can help you win.
Expert Negotiating in Six Easy Steps
Basics of Distributive Negotiation
7 Lectures 28:13

In this video, prof. Freeman elaborates on the idea of Distributive Bargaining. He cites the example of Bob Woolf, a famous sports agent, who would always leave money on the negotiating table to not appear greedy.

Distributive Bargaining and The Dangers of Being Greedy

When negotiating, you may not always end up getting the best deal. Satisficing, or a basically acceptable outcome, helps you get off the hedonic treadmill by accepting something good enough, and not endlessly, and often fruitlessly, striving for the top prize.
Satisficing: A Key Concept of Distributive Negotiation

In this video, prof. Freeman rocks your world by proposing two radical ideas as alternatives to being ambitious. One is compromise. In what scenario does an equal split of the pie make sense? The other is generosity. There are instances where you choose not to be ambitious, not to compromise, and not even to satisfice, but to be generous. Learn when to compromise and when to be generous.
When to Be Generous and When to Compromise in a Negotiation

When negotiating, you might often wonder what your first offer should be. Before you get to that stage, however, you should know what your best target is going to be. Find out how setting a well-researched best target helps to plan your negotiation process.
How to Determine Your Best Target When Negotiating

Ready to make your first offer? Watch this video for tips from prof. Freeman on negotiating using a midpoint strategy, one of three main strategies to get to a deal. The midpoint strategy has its limitations and doesn't work in all situations, but is an effective approach nevertheless for some of life's most common impasses.
How to Negotiate Using Midpoint Strategy

When the midpoint strategy does not work, you can still hold your position at the negotiating table using any of the other two strategies: Independent Criteria and Soft-Offer Strategies. Listen to prof. Freeman talk about when and how to apply these strategies.
Negotiation Strategies: Independent Criteria and Soft-Offers

Can negotiating resemble anything like a dance? In this video, prof. Freeman likens the process of negotiation to the seductive moves of the classic Cha-Cha, where negotiating parties dance toward each other in a spontaneous exchange of offers to reach a deal.

Let’s Dance: Creative Negotiation Techniques
Distributive Negotiation—Twists and Turns
6 Lectures 26:06

Prof. Freeman explains two key concepts—Lowballing and Anchoring—that are critical for answering the question: Should you make the first offer when negotiating?

Negotiation: What Is Lowballing and Anchoring?

Learn how to handle a negotiation where prior research about the deal is not possible.
Making the First Negotiation Offer

Prof. Freeman explains how distributive bargaining plays a significant role in job interviews.
Distributive Negotiation in Job Interviews

Learn the basic negotiation strategies at auctions as you learn how distributive bargaining works.
Strategic Negotiating at Auctions

Learn about Escalation Psychology, which forces a person to bid much higher than an item's actual worth.
What is Escalation Psychology?

Learn to navigate two precarious situations—litigation settlements and talks through agents.
How to Handle Litigation Settlements
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