Why is negotiation important?
We all need to negotiate in our professional and personal lives, but negotiation doesn’t have to be a fight to get what you want. In fact, you’ll create better deals and better relationships through collaboration.
In this engaging, immersive and interactive online programme, Gavin Presman shares his ethical and mutually-beneficial approach, showing you how to prepare for and engage in every negotiation to achieve better results for yourself and others – whether you’re drawing up a contract with a new client, buying a house or, often the trickiest of all, settling family disagreements.
With step-by-step guidance, illustrative examples and checklists to refer back to, this is a practical and empowering online training that will improve the negotiating skills of any learner, enhancing personal and professional relationships in the process.
What will you learn?
On this course you will learn all the key elements that are necessary when creating agreements that give everyone more. These include:
What people are saying about this course?
“Gavin’s is a special gift....If this is your first exposure to his talent, you are in for a treat.”
- Marc Nohr - CEO of Fold7
“It’s great to have such an honest, practical and enjoyable guide to the art of negotiation”
- Mike Morton - Leadership Trainer
In this module Gavin welcomes participants and provides an overview of the contents, and introduces the collaborative principles behind the programme.
Gavin explains how his system for collaborative negotiation produces more in the way of results, improving personal and professional relationships in the process. In this module you will get to see how you can apply the principles of collaborative negotiation to improve relationships and results for you.
Gavin talks about his best-selling book on this topic, which you can buy on Amazon and at Waterstones and all other great bookstores.
In this bonus lecture Gavin tells a story about how he was taught a great lesson in negotiation - from his 6 year old niece. In doing so he introduces the key phrase "If you....then I....." and demonstrates how you can use it to shift the balance of power in any negotiation to achieve more win win.
In this briefing Gavin invites you to create your personal objectives for the programme. You will explore the positive results you want from this programme, and articulate in your workbook, the areas where you will apply this learning to make a difference.
In this lecture Gavin distinguishes between effective negotiation practices and some of the behaviours that will prove ineffective and damaging in the long term.
In this lecture Gavin tells some stories from his experiences in overseas markets that distinguish between effective negotiation strategies, and market style haggling.
In this lecture Gavin explains the seven stages of effective negotiations and shows you how you can use them to develop better deals.
In this briefing Gavin invites you to reflect on a recent negotiation in which you've been and also to explore how you used each of the 7 steps.
In this lecture Gavin introduces a key idea in preparation, ensuring you are equal, and that the other party is ready to negotiate with you.
In this briefing Gavin invites you to create agreement phrases that you will be comfortable using to ensure that before you begin your negotiations, you have received agreement from the other party that you are equal, and that they are ready to negotiate. Make sure you watch these exercise briefings, and complete the exercises, to get the most from this material.
In this lecture Gavin introduces a key model to help you prepare, the 4 P's, (or the 4 "likes"). Understanding the Preferences, Prejudices, Personality and Past of the person you are negotiating with is key to successful collaboration.
In this lecture Gavin highlights the importance that personality plays in negotiation, and stresses the importance of getting to know the person you are negotiating with before you have to make a final agreement.
In this lecture Gavin demonstrates why a "We then Me" attitude produces more effective results for professional negotiators.
In this briefing Gavin asks you to consider a negotiation you are involved with and asks you to apply the 4P's to the person you are negotiating with. As you complete this exercise you will start to understand more about the way you will have to plan and execute this negotiation differently according to what you know about the person you are negotiating with.
In this lecture Gavin introduces one of the key concepts in effective negotiations; variables. He explains the importance of searching for these "creative options" and explains why at this stage you will need to start thinking about variables as a critical tool to getting deals that works for all the parties in your deals.
In this briefing you are invited to start to brainstorm for yourself the variables you will use in future negotiations to get more for yourself, and more for others.
In this lecture Gavin introduces another critical tool for the successful negotiator, the 'WIN Matrix'. This tool will help you plan effectively for future negotiations by articulating your top middle and bottom lines for future deals. Gavin also discusses here the BATNA, your best alternative to a negotiated agreement.
In this briefing you are invited to start to use the WIN tool in a real scenario. Using your workbook you will set a Want, Intend and Need point for a future negotiation scenario.
In this short introduction to this section Gavin explores the importance of seeing your partner's point of view as you are preparing to negotiate.
In this lecture Gavin explore how humans create their own maps of the world, and explains how you can gain important ground in preparation by seeing through the lens of the person you are negotiating with.
In this briefing Gavin invites you to take a journey into the mind of a person you need to negotiate with. By stepping into their shoes you will get to prepare from their viewpoint and gain a critical insight into how you can create an agreement that works for all.
In this opening lecture Gavin explains the importance of getting onto equal ground before you discuss any issues with your negotiation partner. He introduces the importance of stating your intentions and getting agreement to collaborate, before you enter any further into a negotiation.
This lecture introduces a key concept in the world of mediation, and shows how you can go beyond "active listening" when you negotiate. You will see how you can use "co-active listening" to deepen your understanding, and build long lasting rapport with anyone with whom you need to negotiate.
In this lecture Gavin explains how great negotiators, and effective listeners, use the power of pause to build rapport, deepen understanding , and get to the heart of important issues.
In this exercise you will get to practice turning your "closed questions" into "open questions". In doing so you'll learn a key tool into opening mouths, minds, hearts and wallets.
In this exercise you are challenged to think about what you can do to really exceed the expectations of your negotiation partner and find creative variables to use that create a radical shift in how they get value from their relationship with your business.
In this lecture Gavin introduces the concept of Socratic questioning, and demonstrates the concept with our cameraman.
In this exercise you are invited to practice using agreement statements to build agreement in your negotiations.
In this lecture Gavin stresses the importance of making your proposal clear and being in control of the negotiation by controlling the proposal.
In this exercise you get to put the theory into practice by writing your own proposal.
In this lecture Gavin stresses the importance of using the bargaining stage to exchange variables effectively, creating the foundation of an agreement that will work effectively for both parties.
In this short lecture Gavin warns you of the perils of letting your negotiation partner control the negotiation by being the one who sends you their proposal first.
In this practical exercise you will get to draft an agreement in principle, to articulate an agreement you have created.
In this fascinating lecture Gavin introduces the Principles behind Innate Health, and shows you how you can understand your human operating system and use it more effectively to get more of what you want in life.
In this exercise you are challenged to explore in a deeper way how you're thinking is the source of your feelings, and your whole human experience. This exercise will help you to gain your own insight into how the human operating system, And an understanding of it will support you as a negotiator.
In this lecture Gavin explains how effective negotiators use their understanding of how the mind works, and how others operate, to connect more deeply, and influence more effectively, the people with whom they negotiate.
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Gavin Presman is a best-selling author, a Master Practitioner of NLP, a Master Trainer and EMEA Partner for Lumina Learning, and a Graduate and Former Coach on Landmark Education’s Curriculum for Living. He is also Chair of Governors at Eden Primary, a free school in London he helped to found. He has a law degree from Liverpool University, and is a recent graduate of the One Thought Professional Institute.
As a co-founder of Inspiring Insight, and a Street Wizard for the Street Wisdom Programme, he enjoys pioneering innovative learning environments. He is also involved alongside the Innate Health Centre in schools, helping bring productive states of mind to young people through the i-heart programme.
As a European Lead Trainer for Microsoft he was celebrated in their excellence awards in 2013 as their highest rated global trainer. Gavin had a successful sales career, working for brands such as Canon, Capital Radio and Kiss FM and in 2002 he launched his personal and professional training venture, Inspire. Clients now include many of the world’s leading media and technology businesses including Microsoft, JCDecaux, Guardian Media Group, DMGT and Twitter, as well as many creative businesses such as Global Radio, Publicis, Contagious, The How To Academy and Social Chain.
Gavin has also designed tailored influence programmes for global businesses including Global Radio, Microsoft and Sony, and delivers Negotiation and Influence training across the world.
His first book, Negotiation - how to craft agreements that give everyone more, was published by Icon Books in July 2016 and outsold Donald Trumps book on Negotiation for a short time after its launch. His second book, How to sell with complete confidence, will be published by Macmillan in September 2017.
Gavin lives in London with his wife Jools and 3 children, Yasmin, Ziggy and Saffi.