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Most people come face-to-face with a negotiation situation of one type or another on a daily basis: on the job, with family members, with neighbors, at the market. Unfortunately, few people understand that normal interactions represent negotiation opportunities. Instead, they accept what is given, pay the sticker price, or engage in an unproductive argument.
In such situations, there's no time for planning nor preparing what to say or do to get what you want.. So you have to be spontaneous, have your pocket full of tactics and tricks ready to use when you need them.
Tactics are to negotiation what knives are to cooking. It is easy to pick them up, use them, and with very little practice be instantly capable of hurting anyone in range, especially oneself. so you need to know exactly when and how to use those tactics.
In addition, you need to be able to recognize the tactics and know how to respond to them. Having various counters to employ enables you to retain or regain power, or neutralize the tactics used by your counterpart.
This is what this course is about, To help you master many tactics and negotiation tricks, know when to use which tactic, how to use it and know what to do when someone is playing one of those tactics on you.
We use very practical examples that could happen to anyone of us to demonstrate every tactic. The feedback on the course is very positive as it's very rich, good return on investment and easy to learn.
Hope you enjoy the course.
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|Section 1: Introduction|
Why another negotiation course ?Preview
Bargaining vs Negotiation
|Section 2: Tactics|
Negotiation Tactic #1: Split the DifferencePreview
Negotiation Tactic #2: Not Good EnoughPreview
Negotiation Tactic #3: Silence
Negotiation Tactic #4: Walk Away
Negotiation Tactic #5: High Authority
Negotiation Tactic #6: Playing the ego
Negotiation Tactic #7: Deadline
Negotiation Tactic #8: Nibbling
Negotiation Tactic #9: Bluffing
Negotiation Tactic #10: Agenda
Negotiation Tactic #11: Flinching
Which tactic is this
Negotiation Tactic #12: Closed Questions
Negotiation Tactic #13: The Trail BalloonPreview
Which tactics were used here ? use the discussion board to answer
Negotiation Tactic #14: If you were in my ShoesPreview
Negotiation Tactic #15: Surprise!
What would you do?
Negotiation Tactic #16: Playing Dumb
Negotiation Tactic #17: Low Balling
Negotiation Tactic #18: High Balling
You're supposed to Haggle
Negotiation Tactic #19: The Reciprocal Buy-Sell OfferPreview
Negotiation Tactic #20: Brooklyn Optician
Negotiation Tactic #21: just Say No
Negotiation Tactic #22: Red Herring
|Section 3: And at the end|
I'm the managing director of ExpertWave, a training and consulting company based in Cairo, Egypt with branches in Dubai, UAE and Ottawa Canada focusing on project management, software Engineering and people development.
I teach project management and software engineering in various universities, provide custom trainings to international companies worldwide and a guest speaker at many conferences and conventions worldwide.
I'm a software engineering certified instructor from IEEE, the only certified instructor in the Europe, middle east and Africa region and I am certified PMP, ISTQB CTAL, PMI-Agile certified.
I have over than twenty-five years of practical software experience in major multinational companies like Apple, Corel and ITWorx. Including over 15 years in management and consulting positions.
Given this wide experience and having seen professionals being successful, and not being successful. This gave me the opportunity to work with different kinds of people from different backgrounds and cultures facing many difficult situations through the years. It also gave me the exposure to various industries like communication, petroleum, architecture, medical and much more.
I have analyzed and prepared highly effective programs to help young and experienced professionals to be successful practitioners.
I will put my experience between your hand so you can be an expert in dealing with all kinds of people in all kinds of situations