Join Lisa Gates for an in-depth discussion in this video Final thoughts, part of Negotiation Foundations (2012).
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.…
- 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
Skill Level Beginner
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