Negotiating

Negotiation isn’t a natural talent, or ability, that people are born with, but a practical tool that you can gain and refine. It simply takes a little bit of study and practice. In this video series, we’re going to teach you how to negotiate with confidence and great effect. Taking a general approach, we'll share some tactics that you’ll be able to use in any situation, be it in your professional or personal life.

HOW you say something is often more important than WHAT you say. In a negotiation, this couldn’t be truer. This is called “framing,” or presenting information in a way that shapes the other party’s perception and understanding while advancing your own interests. It’s a technique used to focus the attention of the other person on features that will persuade. In this program, learn at how to use framing to create favorable context, build your perceived value, avoid pitfalls, and reach mutual agreements.

As with any communication, negotiators use many tactics, but most styles fall into three main types.

What this course covers:

• The soft, hard, and principled negotiation styles
• The strengths of each approach
• When each style works best

Recognize and adapt your negotiation style to the situation.

There are two key psychological aspects of negotiation: power and leverage. Successful negotiation requires having the ability to identify and leverage your power to motivate favorable outcomes. In this course, learn the six most common sources of negotiation power. Then we’ll discuss the three types of leverage you can use to achieve a successful negotiation.

In the book, “Getting to Yes,” Harvard Program on Negotiation's Roger Fisher and William Ury introduced BATNA, meaning Best Alternative to a Negotiated Agreement. Mastery of bargaining requires understanding this concept. This course explores BATNA’s significance and function in negotiations. We’ll also discuss ZOPA, or Zone of Possible Agreement, and uncover why these strategies can help improve the terms of a negotiation.

In negotiations, the foundation for success is laid in the preparation and planning you do ahead of the actual bargaining, but what does that look like? In this video, we’re going to look at how you can set yourself up to achieve the best possible results. We’ll take you through the five steps of preparation for negotiation. We’ll also cover ways to plan ahead for a negotiation to reach a successful agreement.

Negotiation is the process of give and take between two or more parties to reach an agreement – and getting there often requires making trade-offs or concessions. Knowing how to offer and accept concessions is a skill that requires some study and practice. In this course, we’re going to explore how to best use these for your benefit.

When learning how to negotiate, one thing you must explore is the negotiation process itself. This involves the exchange of information, bargaining and problem solving, and reaching agreement. In this program, we’re going to walk through best practices to get the most out of your business deals.

A negotiation tactic is a single action used during the process of making a deal, typically to advance one person’s goals. Sometimes, they’re used by the other party to get you out of your comfort zone, and more likely to accept their terms rather than your own. You need to be prepared for when this happens. In this program, we’ll talk about some common tactics you might encounter.

There are some tips that every good negotiator must know. There are also some strategies or tactics that should never be attempted. This course is designed to take you through all the do’s and don’ts of negotiations, so you can gain a favorable outcome every time you negotiate.