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Laying the Groundwork
Phase One — Exchanging Information
About Mutual Gain
Phase Three — Closing
Dealing with Difficult Issues
This video course is the same course content that we deliver in our classroom negotiation skills course.
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|Section 1: Student Resources|
Listen to the audio of these negotiation skills training videos with this MP3
|Section 2: Getting Started: Your Learning Outcomes|
Module One: Getting Started
Welcome to the Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time.
For example, have you ever…
Decided where to eat with a group of friends?
Decided on chore assignments with your family?
Asked your boss for a raise?
These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
|Section 3: Understanding Negotiations|
Module Two: Understanding Negotiation
Before we get started, let’s take a look at two basic types of negotiation. We’ll consider the three phases of negotiation and the skills you need to become an effective negotiator.
|Section 4: Getting Prepared|
Module Three: Getting Prepared
Like any challenging task, negotiation requires preparation. Before you begin a negotiation, you need to define what you hope to get out of it, what you will settle for, and what you consider unacceptable. You also need to prepare yourself personally. The key to personal preparation is to approach the negotiation with self-confidence and a positive attitude.
|Section 5: Laying the Groundwork|
Module Four: Laying the Groundwork
In the previous module, we looked at the importance of establishing your bargaining position. In this module we consider other aspects of preparation: setting the time and place, establishing common ground, and creating a negotiating framework. Even at this early stage it is important to have certain principles in place. If you allow them to be compromised, then you will already have put yourself in a position where you can be considered as prey for hostile negotiators. Getting the groundwork in place may seem like a formality, but it is the first stage of negotiations, and therefore as much a part of the arrangements as any other.
Laying the Groundwork
|Section 6: Phase One|
Module Five: Phase One — Exchanging Information
The first phase in a negotiation involves an exchange of information. Both sides state their positions on the issues being addressed in a non-confrontational way. The tricky part of this phase is deciding what to reveal and what to hold back. The “poker” metaphor for negotiating is a very good one, because it describes exactly the way that negotiating parties will want to “allow” each other to think. The information you share with your negotiating counterpart will allow them to read a certain amount about your position. You cannot negotiate blindly, after all.
|Section 7: Phase Two|
Module Six: Phase Two — Bargaining
|Section 8: About Mutual Gain|
Module Seven: About Mutual Gain
In their classic book Getting to Yes, Roger Fisher and William Ury argue that most negotiations are not as efficient or as successful as they might be because people tend to argue about positions rather than interests. Once the parties in a negotiation commit themselves to a position, they feel that changing their position represents failure. Instead, Fisher and Ury suggest that the parties in a negotiation focus on their interests. What can we get out of the negotiation that will further our interests? That is the question that should guide a negotiation toward achieving mutual gain.
About Mutual Gain
|Section 9: Phase Three|
Module Eight: Phase Three — Closing
The final phase of a negotiation is a time for reaching consensus and building an agreement. A little hard work in this phase can ensure that the negotiation achieves it desired results.
Closing a negotiation can mean two different things: First it may be a question of how to bring different ideas to a mutually agreed conclusion. A second possibility view of ‘closing’ is what means negotiating parties can use to acknowledge or formalize the idea that agreement has been reached.
|Section 10: Dealing with Difficult Issues|
Module 9: Dealing With Difficult Issues
Most people are willing to negotiate in good faith. They don’t resort to tricks or intimidation. Every once in a while, though, you might encounter someone who takes a less principled approach. You need to be prepared to deal with people who don’t play fair. It is not cynicism to prepare for the possibility that someone will try to bend the rules, especially when those rules are unwritten. It is simply good preparation, and realism. Some people are unscrupulous, but if you know how to handle them it need not be the end of the world.
Dealing with Difficult Issues
|Section 11: Negotiating Outside The Boardroom|
Module 10: Negotiating Outside The Boardroom
Negotiating isn’t just something that takes place in conference rooms with powerful forces aligned on either side of a table. People have informal negotiations every day — with their coworkers, merchants, even family members.
Negotiating Outside The Boardroom
|Section 12: Negotiating on Behalf Of Someone Else|
Module Eleven: Negotiating on Behalf of Someone Else
Negotiating on behalf of someone else presents some special challenges. When you begin such a negotiation, you need to have a clear idea of your Walk Away Price (WAP) and the concessions you have permission to make. You also need to be sure you understand the issues well enough to respond to tough questions that may come up in the negotiation.
If you are assembling a team to assist in the negotiation, you need to select people who have the expertise and the temperament to move the negotiation forward. It is not unlike selecting an army unit, in some ways. When going into battle, you want to have people nearby who will ensure that your interests are protected. It is said that a chain is only as strong as its weakest link, and this is a good principle to take with you into negotiations.
Negotiating on Behalf Of Someone Else
|Section 13: Wrapping Up|
Module Twelve: Wrapping Up
Although this workshop is coming to a close, we hope that your journey to improve your negotiation skills is just beginning. Please take a moment to review and update your action plan. This will be a key tool to guide your progress in the days, weeks, months, and years to come. We wish you the best of luck on the rest of your travels!
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