Demonstrates the skills empowered communicators use to achieve mutual benefit at the negotiation table.
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- Hi, I'm 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. It's called Interest Based or Mutual Benefit Negotiation. I'll start by distinguishing the two big strategies, distributive bargaining and mutual benefit negotiation. We'll 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 to 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 every day 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.
- 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