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Negotiation Fundamentals
Illustration by Petra Stefankova

Negotiation Fundamentals

with Lisa Gates

Video: Welcome

Hi, I am Lisa Gates. In this course we're going to examine the fundamental strategies and tactics that will help you gain confidence and mastery in a skill that will impact every area of your life and work going forward. Simply defined, negotiation is a conversation leading to agreement. Many of us come to the negotiation table believing that negotiation is a contentious process, an attempt to persuade our bargaining partner to do something they don't want to do, or to convince them to stop doing something they want to continue doing. I will show you another better way.

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Negotiation Fundamentals
37m 42s Appropriate for all Aug 30, 2012

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Coach, negotiation expert, and author Lisa Gates demonstrates the skills empowered communicators use to achieve mutual benefit at the negotiation table. The course delivers repeatable strategies for negotiating common issues such as asking for a raise, setting fees, promoting teamwork, and bringing out the best in those you manage. Along the way, discover how to use interest-based negotiation, distributive bargaining, diagnostic questioning, and conflict resolution to handle both simple and complex negotiations.

Topics include:
  • Preparing for a successful negotiation
  • Using diagnostic questioning
  • Opening the negotiation
  • Dealing with conflict
  • Framing and anchoring the discussion
  • Making concessions and asking for reciprocity
  • Encouraging cooperation
Subjects:
Business Business Skills Management Communication
Author:
Lisa Gates

Welcome

Hi, I am Lisa Gates. In this course we're going to examine the fundamental strategies and tactics that will help you gain confidence and mastery in a skill that will impact every area of your life and work going forward. Simply defined, negotiation is a conversation leading to agreement. Many of us come to the negotiation table believing that negotiation is a contentious process, an attempt to persuade our bargaining partner to do something they don't want to do, or to convince them to stop doing something they want to continue doing. I will show you another better way.

A process now taught by the top business schools in the country is called Interest Based or Mutual Benefit Negotiation. I'll start by distinguishing the two big strategies, distributed bargaining, and mutual benefit negotiation. We will follow that with the core practices of anchoring, framing, and asking diagnostic questions. We'll talk about how to research and prepare, how to convene the negotiation and set the stage and get you pointed in the direction of agreement.

The primary goal of this course is to help you recognize the daily opportunities you have to negotiate, to solve everyday issues and problems, and to increase your value to your employer or business, then you'll develop a repeatable process for achieving your career and life goals, so let's get started!

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