Course Highlights
  • Understand Negotiation Fundamentals; The Principles, Techniques and Gambits
  • Understand Human Cognition and How We Make Decisions
  • Learn The Different Negotiation Styles
  • Learn About Negotiation Power & Pressure Points
  • Learn How to Create Win-Win Without Giving Up What You Really Want
Curriculum

3 Topics
Introduction To The Course
Why Negotiation Matters
Section 1 Exercise

3 Topics
What Is Negotiation
Human Cognition & Cognitive Bias
Section 2 Exercise

7 Topics
The Perception Of Options
Time Pressure
Financial Pressure
Information Pressure
Psychological Pressure
Influence Not Manipulation
Section 3 Exercise

7 Topics
Diplomatic Style
Dictator Style
Benjamin Franklin Style
Kamikaze Style
Henry Clay Style
The Importance Of Win-Win
Section 4 Exercise

5 Topics
Negotiation Gambits
Always Ask For More Than You Expect To Get
Bracketing And The Silent Close
Reluctant Buyer
Section 5 Exercise

4 Topics
Let Me Talk To The Manager
Challenging A Bluff
Tit For Tat
Section 6 Exercise

4 Topics
Good Cop Bad Cop
Nibbling
Winning Gambit
Section 7 Exercise

4 Topics
Negotiation Is A Skill
PDCA Model Of Development
Build Momentum & Stay Motivated
Conclusion - A Short Story

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Negotiation Fundamentals: How To Negotiate Effectively

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