Learn how to take your negotiation chops to the next level.
- When I'm teaching negotiation, no matter if it's an online course or an in-person workshop, I almost always pair people up in a role play scenario in the very beginning before I define and explain the skills like anchoring, framing, asking diagnostic questions, or labeling and mirroring. And I give them one direction, find your way to agreement. With little or no conscious negotiation chops or preparation, what always amazes me is how people naturally use interest-based negotiation strategies and tactics.
Sure, they might start out trying to win and overuse persuasive argumentation to convince their partner to see things their way. But they quickly realize that it's getting them nowhere and they start getting curious, they start to collaborate. And I say this because you have everything you need to have a successful problem-solving value-creating conversation right now. All that's missing is practice. And my guess is that as you made your way through this course you've been making little mental notes about how you could've improved past negotiations and how you can use your new knowledge to get better outcomes in the future.
So I recommend making a list of everything you now know you need to negotiate. Anything from getting extra vacation time to fixing that fence between you and your neighbor's property. As you get more practice and start generating better outcomes, deepen your knowledge. Dig into the research and read the negotiation books listed in the exercise files. The more you learn, the more you'll understand why certain strategies and tactics work and others don't.
And the more you practice, the more you increase both your influence and your leadership potential. So, happy negotiating.
- Identify the different types of negotiation.
- Distinguish the difference between asking and negotiation.
- List core negotiation practices.
- Explain anchoring and framing for mutual benefit.
- Describe tactical empathy.
- Explain the principles of influence.
- Create an influence plan.
- Analyze conflict styles.
- Recognize contentious negotiation tactics.