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Final thoughts


From:

Negotiation Fundamentals

with Lisa Gates

Video: Final thoughts

As you've made your way through this course, you've probably noticed several areas of your life and work where you need to negotiate something. I recommend starting with the low-hanging fruit. Tackle the easy things first to get a feel for the process and create a string of successes. As you move on to bigger stakes negotiations, remember, negotiation is like any art or sport. In music you practice scales, in theater you rehearse, and in baseball you practice batting and throwing. In other words, always come back to the basics.
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Watch the Online Video Course Negotiation Fundamentals
37m 42s Appropriate for all Aug 30, 2012

Viewers: in countries Watching now:

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
Subject:
Business
Author:
Lisa Gates

Final thoughts

As you've made your way through this course, you've probably noticed several areas of your life and work where you need to negotiate something. I recommend starting with the low-hanging fruit. Tackle the easy things first to get a feel for the process and create a string of successes. As you move on to bigger stakes negotiations, remember, negotiation is like any art or sport. In music you practice scales, in theater you rehearse, and in baseball you practice batting and throwing. In other words, always come back to the basics.

If your sights are set on your next performance review, show your measurable results and network with those who can influence your career. Remember to anchor first, frame your offer, and exchange things of value and lean into those diagnostic questions when you meet resistance. And never forget, the most powerful negotiation strategy is silence. Use it. Also, I want you to understand that effective negotiation is not just a set of tools and tactics. It's really a commitment to a principle that steers you toward collaboration.

Finally, I've provided a 12-Step Checklist for you to print out. Hang it on your cubicle wall, put it on your fridge, and use it as a cheat sheet to fall back on. Thanks for watching, and good luck with all your future negotiations.

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