Negotiation: Problems Solved, Not Battles Fought

We all negotiate, even when it's not a formal negotiation. Use preparation and basic tools to gain value in your deals.
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  • Lectures 19
  • Contents Video: 2 hours
  • Skill Level Beginner Level
  • 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 1/2013 English

Course Description

This is a basic course in negotiation that will help you gain more value in your next deal. The focus is on preparation and taking a problem solving approach (integration and creativity in the final solution). The material is perfect as a first course, or as a refresher before a big negotiation. We use video, notes, and a dynamic website for feedback. Prof. Terri Griffith is a full time faculty member at Santa Clara University in the Silicon Valley and has been leading dynamic workshops for managers and entrepreneurs since the early 1990s. 

What are the requirements?

  • Energy and a willingness practice negotiation in day to day settings

What am I going to get from this course?

  • By completing this course, you will gain a problem solving approach to negotiation for more valuable and longer lasting deals by learning to:
  • Evaluate stakeholders, issues, outcomes, and values
  • Creatively integrate stakeholder needs to create new value
  • Develop strategies for gaining the information needed throughout the negotiation

What is the target audience?

  • Novice negotiators or more experienced negotiators looking for a refresher or different perspective

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: Introduction
01:33
  • Professor Griffith's Background & Experience (see TerriGriffith.com For More Details)
  • Approach to Negotiation: Problems Solved, Not Battles Fought
  • Negotiation is Dynamic -- As Is This Course
Section 2: Preparing to Negotiate
15:06
  • Importance of Planning & Preparation
  • Building Blocks of Negotiation: Stakeholders, Issues, & Outcomes
  • Colorful Language
  • Outlining Prior Negotiation
  • Anonymous Quiz and Summary Comments
05:13
06:35
  • Background on Negotiation Simulation
  • Enter Estimated Job Applicant Points Here
20:28
  • Working from the Negotiation Simulation, We Identify Three Kinds of Issues Possible in a Negotiation:
    • Distributive
    • Congruent
    • Integrative
  • Each Type of Issue Presents a Different Opportunity in the Negotiation
  • Anonymous Quiz and Summary Comments 
05:55
03:50
  • Have to Avoid a Novice Negotiator Trap: Leaving Value On the Table
Section 3: Strategies for Negotiating
12:50
04:25
09:10
  • Two Negotiations Described Showing:
    • Value of Getting to Needs vs Positions
    • How Having Broad Knowledge of Opportunities Can Help You Find Value for Others, Often at Little Cost to You
  • Take Aways:
    • Do Your Homework (Research Public Information Before Meeting with Other Stakeholders)
    • Even Experienced Negotiatators Can Overlook Hidden Issues -- But Still Get Back on Track
08:22
  • Two Main Tasks for Your Information Gathering
    • Getting Information About Underlying Needs and Preferences
    • Creating Value Across the Stakeholders with the Information
  • Where Does the Information Come From?
    • The Internet (Pricing, Options, News Stories, Public Contracts)
    • People Who Have Already Negotiated with the Particular Stakeholders
    • People Who Have Done Similar Deals with Different Stakeholders
    • The Stakeholders to This Negotiation
  • Techniques for Gathering Stakeholder Information
    • Asking
    • Listening to Reactions to Packages
  • Anonymous Quiz and Summary Comments 
{Share resources you've found helpful in the question and comments area for this lecture}
Some to Start:

08:22
04:43
Section 4: Lifelong Negotiation Learning
00:59
  • Have a System (Online, On Mobile Device, Notebook)
  • Track Preparation, Process, & Outcomes
  • Set Goals
  • Set Plans for Improvement
  • Amazon Link to Robert Terson’s Selling Fearlessly
01:25
Share This Problem Solving Language and Approach
  • Faster and More Effective If We’re All Playing the Same Game
  • If You Have the Expertise, You May Have To Educate the Others and Build Their Trust
  • Try to Start with a Congruent Issue to Show that You’re Considering Their Needs
  • Share Examples Where Problem-Solving Negotiation Worked -- Start Keeping a List of Examples in Your Notebook
09:14
  • Plan Your Dive, Dive Your Plan (Plan and Act on Your Negotiation Plan)
  • Gather information from all available sources
  • Use a simple -10 to + 10 scale to help you estimate how much value you, and the other stakeholders put on each outcome. 
  • Understand the differences across the distributive, congruent, and integrative issues in the situatiton
  • Know your BATNA and try to figure out the other stakeholders’ BATNAs as well -- and be willing to walk away.
  • Keep an open and creative mind around solutions that provide value to all the stakeholders, but that none of the stakeholders might have imagined before the negotiation began
  • Don’t focus on positions - but rather underlying needs and preferences
  • Keep emotion out of the negotiation
  • Look for concrete ways of justifying a need
  • Try and make the first offer
  • Use negotiation techniques often -- and in any situation where different stakeholders need to be brought together - even in technology implementation or and organizational change.
  • Document your outcomes and make plans for improvement
  • Help others understand the value of a problem solving approach to negotiation 
Section 5: Beyond Basic Negotiation
04:17
  • Negotiation Isn't Just for Formal Negotiations
  • Negotiation Tools Can Be Used for Everything from Leadership to Organizational Change to Choosing a Family Vacation
  • The Three Practices of a Plugged-In Manager Match Our Techniques
02:46
Section 6: Conclusion
00:55

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Instructor Biography

Professor Terri Griffith, Author, Speaker, Workshop Leader

I am a Professor of Management in the Leavey School of Business at Santa Clara University. My expertise is focused on how you make combined technology and organization decisions, often leveraging negotiation, and then work these changes into your organization. I outline these ideas in my recent book, The Plugged-In Manager: Get in Tune with Your People, Technology, and Organization to Thrive. I’m honored to be one of the 100 members of the 2012 Silicon Valley Women of Influence.


I try to reach a broad audience through my speaking, workshops, and writing. Technology and Organizations is my blog, and I have also written for the Wall Street Journal and GigaOM's WebWorkerDaily. The research behind these efforts is published in journals such as: Organization Science, Information Systems Research, MIS Quarterly, Organizational Behavior and Human Decision Processes, and the Academy of Management Review. Some of this work has been funded by the National Science Foundation.

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