Autoplay
Autocomplete
Previous Lesson
Complete and Continue
Negotiating for Results
Course Overview
Course Overview, Learning Objectives & Topics Covered (1:38)
Pre-Course Knowledge Check
Defining Negotiation
What is Negotiation?
Types of Negotiation
Positional Bargaining
Principled Negotiating
Phases of Negotiation
Section Summary
Knowledge Check #1
The Successful Negotiator
Key Attributes
Debrief
Section Summary
Knowledge Check #2
Preparing for Negotiation
Getting Started
Managing Your Fear
Personal Preparation
Researching Your Side
Case Study
Researching the Other Side
Section Summary
Knowledge Check #3
Negotiation Nuts and Bolts
Preparing Documentation
Setting the Time and Place
Case Study
Section Summary
Knowledge Check #4
Making the Right Impression
First Impressions
The Handshake
Dress for Success
The Skill of Making Small Talk
Section Summary
Knowledge Check #5
Getting Off to a Good Start
Getting Connected
Common Ground
Setting Boundaries and Ground Rules
Section Summary
Knowledge Check #6
Exchanging Information
Getting Started
Debrief
Section Summary
Knowledge Check #7
The Bargaining Phase
Six Techniques for Success
Scenarios
Section Summary
Knowledge Check #8
Reaching Mutual Gain
Navigating Obstacles
Overcoming Obstacles
Section Summary
Knowledge Check #9
Moving Beyond "No"
Getting Past "No"
Breaking Impasse
Getting to "Yes"
Section Summary
Knowledge Check #10
Dealing with Emotions
Defusing Bombs
Section Summary
Knowledge Check #11
Transitioning from Bargaining to Closing
Knowing When to Close
Formal & Information Agreements
Section Summary
Knowledge Check #12
Solution Types
Possible Outcomes
Building a Sustainable Agreement
Closing the Deal
Section Summary
Knowledge Check #13
Personal Action Plan
Your Action Plan
Post-Course Knowledge Check
Formal & Information Agreements
Lesson content locked
If you're already enrolled,
you'll need to login
.
Enroll in Course to Unlock