Name: Negotiating for Results
Price: 19.00 GBP
Availability: InStock

What you'll learn

Identify qualities of successful and unsuccessful negotiators
Introduce yourself
Introduction to Negotiation
Improve skills in achieving your desired outcomes
What other words might we use instead
It will help you manage relationships in your workplace
When I see chocolate
After assigning numbers to all the answers, place
The assertive scale is determined by the degree
The sociability scale is determined by how you show

Course content

9 sessions · 126 lessons · ~5 hours · first 2 lessons free

▶Module 17 lessons

▶Identify qualities of successful and unsuccessful negotiators.Free2 min
▶Post the following flipcharts for exercise and hide using a reveal techniqueFree2 min
▶Introduce yourself2 min
▶Introduction to Negotiation2 min
▶Improve skills in achieving your desired outcomes2 min
▶What other words might we use instead2 min
▶Select a situation where you will be negotiating in the2 min

▶Module 211 lessons

▶Overview18 min
▶It will help you manage relationships in your workplace2 min
▶As we begin to discuss the different styles, it is2 min
▶When I see chocolate2 min
▶After assigning numbers to all the answers, place2 min
▶The assertive scale is determined by the degree2 min
▶The sociability scale is determined by how you show2 min
▶For example, someone who is extremely reserved may2 min
▶Influencing the Analytical2 min
▶They are, therefore, suspicious and slow to accept2 min
▶Influencing the Expressive2 min

▶Module 311 lessons

▶Option A: Use Workbook Activity6 min
▶Bargaining2 min
▶In collaborative negotiations there is a high concern for2 min
▶Phases of the Negotiation Process2 min
▶An inexperienced negotiator who is well prepared can2 min
▶This is not a step that many negotiators consider2 min
▶Exchanging information is really an extension of2 min
▶A common example of bargaining outside of the workplace is in2 min
▶Once the parties have completed bargaining, made all the2 min
▶This would be the time, for example, when you write a2 min
▶One final, important note in the process is to make absolutely2 min

▶Module 435 lessons

▶Identify fears and “hot buttons” as well as strategies to overcome them.16 min
▶Prepare for the Negotiation2 min
▶Before we go into any negotiating session, whether2 min
▶Information about the other party2 min
▶Dealing with Fear2 min
▶Many of us were humiliated and made to feel ashamed or2 min
▶Fear of Failure2 min
▶Rejection comes in a hundred different ways, like being the last2 min
▶Fear of Powerlessness2 min
▶There are only three ways to improve your negotiating skill2 min
▶It’s often difficult to look at ourselves critically, but it’s much2 min
▶Some examples of statements that can push our hot2 min
▶Personal Preparation2 min
▶A lazy Saturday afternoon that is interrupted by someone2 min
▶One technique that negotiators may use is to try to say2 min
▶You will want to collect all the direct and indirect information2 min
▶Once you have collected and analyzed the information, you2 min
▶Identify your Best Alternative To2 min
▶You should always do as much research as possible before2 min
▶When you establish your priorities, make sure you have a clear2 min
▶It’s also a good idea to analyze possible agreements before2 min
▶What is your main objective?2 min
▶Knowing priorities means having a good understanding of2 min
▶Understanding the principles of the other party can also be2 min
▶What hobbies does the person have?2 min
▶Always prepare your research in a professional format and2 min
▶You should have an information sheet outlining your main2 min
▶Another powerful tool is to take documentation provided by the2 min
▶Make sure any documentation you plan to show the other2 min
▶Setting the Time and Place2 min
▶The absolute best place to meet is somewhere that you feel2 min
▶Choosing the Time2 min
▶Also, if someone proposes a negotiation time or date and you2 min
▶Seating2 min
▶There are a number of other factors that can influence a2 min

▶Module 621 lessons

▶Before Brainstorming2 min
▶After Brainstorming8 min
▶Identify Shared Interests2 min
▶Exchanging Information2 min
▶Activity: Exchanging Information2 min
▶Understanding and Responding to Conflict2 min
▶As a negotiator, you will be saying things the other party2 min
▶During conflict, it is vital that you separate the person from2 min
▶Opening the Bargaining2 min
▶Equalization2 min
▶Building a Case2 min
▶What if I double the order?2 min
▶Wear Them Down2 min
▶Premature Judgment2 min
▶Nothing is so harmful to inventing to your inner critic waiting2 min
▶Under the pressure of a forthcoming negotiation, your critical2 min
▶However, as a negotiator, you will of necessity do much2 min
▶Searching For the Single Answer2 min
▶The third major block to creative problem-solving lies in2 min
▶In this situation, each side sees the situation as essentially2 min
▶A final obstacle to inventing realistic options lies in each2 min

▶Module 511 lessons

▶The Skill of Making Small Talk2 min
▶Activity: Small Talk Openers2 min
▶If you can start the negotiation process off with a discussion2 min
▶Some other examples2 min
▶In the case of a divorce, common ground can be a2 min
▶In environmental or peace issues, common ground2 min
▶Another good way to establish common ground is to set2 min
▶Even if the negotiation involves just two people, it may be2 min
▶Take Control of the Meeting2 min
▶Don’t use your opponent’s agenda unless it will work to your2 min
▶When structuring your agenda, put your key issues as late as2 min

▶Module 711 lessons

▶Getting Past No to Yes2 min
▶Dealing with the Impasse2 min
▶We talked about positional bargaining first thing yesterday2 min
▶Identifying shared interests2 min
▶Activity: Dealing with Negative Emotions2 min
▶Challenging them2 min
▶Make a request2 min
▶Listen and allow the other person to vent and get their2 min
▶Give them a token or early concession of something you2 min
▶Point out where you agree more than you point out2 min
▶Make sure your words and your body language are2 min

▶Module 815 lessons

▶Close the Negotiation2 min
▶An agreement cannot be a rigid reflection of ineffective2 min
▶In developing a sustainable agreement, the partners must2 min
▶A sustainable agreement really does incorporate feedback2 min
▶Gathering perspective is something that can take place2 min
▶This is one area where outside resources can be utilized2 min
▶Once the information is gathered, the negotiator will2 min
▶It is not necessary for negotiators to play mind games with2 min
▶Outlining options effectively can lead to group think2 min
▶When outlining options, we can sometimes find ourselves at2 min
▶Before an agreement is signed, it is important to have2 min
▶As mentioned previously, you will also have to secure the2 min
▶How to Give Feedback2 min
▶Recommended Reading List2 min
▶Task Oriented2 min

▶Exercises & tools4 lessons

▶Understanding Customers Personality types Module2 min
▶Give options within boundaries, then let them decide2 min
▶Be accurate with details2 min
▶Quick2 min

About this course

A practical Business Nous course in the Sell More track.

Every lesson is written out in full — this is the complete course, not a summary. You read it, watch the narrated video, and do the exercise against your own business. The workbook is yours to download, print and keep. Finish the lessons and you earn a Business Nous certificate.

Who it's for

Small business owners, managers and ambitious employees who want practical know-how rather than academic theory. No prior study is needed — start where you are and work at your own pace.

More in Sell More

Professional Selling Skills

118 lessons · £19

Retail Selling Skills

102 lessons · £19

Sales Management

86 lessons · £19