Negotiation isn't just the big commercial set pieces. It is a day-to-day activity that every manager does to get done what they need.
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Negotiating at Work 101: The Essential Negotiating Skills that Every Manager Needs
Managers in the workplace need to negotiate every day - over big things and small. In this video, I introduce all the fu…
1
Fundamental Model of Negotiation - the Basic Negotiation Process
Some people find the idea of negotiating uncomfortable. It feels like negotiation is about asking for more than you dese…
2
Preparation Stage of the Negotiation Process
A large part of the success of your negotiation will come from the preparation stage. This is where you think about the …
3
Opening Stage of the Negotiation Process
The opening stage of a negotiation is where the parties first come together. It sets up a shared basis for the negotiati…
4
Bargaining Stage of the Negotiation Process
The bargaining stage is where the rubber of your ambition hits the road of your negotiation.
No - scrap that clichéd me…
5
Negotiating Team Roles in the Negotiation Process
As your negotiations get more complex, you will increasingly need to enter them with a team to support you. Maybe one pe…
6
Closing Stage of the Negotiation Process
People fear the closing stage of the negotiation process. They say:
‘what if they say “no” and it all breaks down?’
Th…
7
Negotiation Follow-up - after the Negotiating Process
You may have closed your negotiation. But it's not completely done. You must always carry out all of the follow-up actio…
8
Core Principles of Negotiation
Like every discipline, negotiation has a number of core principles that make it work. In this video, I share my eight co…
9
Five Basic Negotiating Strategies - Key Concepts in Negotiation
What is your strategy when you go into a negotiation? There are five basic negotiating strategies. In this video, I'll d…
10
Scope for Agreement - Key Concepts in Negotiation
Can your negotiation reach an agreement? The answer lies in the overlap between your interests and the other party's. Th…
11
The Psychology of YES: How to Get Agreement with Mike’s Slicing the Pie Method
Master the crucial art of getting agreement in business and life. It is far easier to start from a base of agreement. It…
12
Four Primary Negotiating Behaviors - Key Concepts in Negotiation
Sometimes, negotiations bring out the worst in people. After all, they are really conflict played out following a proces…
13
Non-verbal Aspects of Negotiation: Negotiating Body Language
Do not underestimate how important the non-verbal aspects of negotiation are. In this video, we look at body language an…
14
Power at the Negotiating Table: Key Concepts in Negotiation
Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to f…
15
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
What do you do when negotiation goes bad? Do you know how to handle bad behavior at the negotiating table?
In this vide…
16
What is Leverage? Key Concepts in Negotiation
Leverage is a key concept in negotiation. So, what does it mean? I'll tell you.
Watching this video is worth 1 Manageme…
17
Negotiation Acronyms: How Many do You Know?
Like so many things in the professional and managerial world, negotiation is full of buzz-words, jargon, and acronyms. I…
18
How to Ask Questions - Negotiation Tools
It's better to judge people on the quality of the questions they ask, than on the answers they give. In negotiation, que…
19
Listening Skills - Negotiation Tools
The number one skill for negotiators is communication. And listening skills are the most important aspect of communicati…
20
What is Empathic Negotiation? - Negotiation Tools
Empathic negotiation allows you to get an understanding of how the other party is feeling. This will help you build rapp…
21
Influencing and Persuading - Negotiation Tools
Arguably, negotiation is a structured process where each party is influencing and persuading the other to get the outcom…
22
What are Force Field Analysis and PMI Analysis? - Negotiation Tools
Like everything, negotiation is easier when you have a few simple, effective tools. Two tools that will help you prepare…
23
What is MOSCOW Analysis? - Negotiation Tools
One of the most important parts of preparing for a negotiation is knowing what you want - and what you need. And the bes…
24
How to Handle Deadlock - Negotiation Tools
One inevitable consequence of negotiation is deadlock. I hope it won't happen too often. But happen it will.
So, you ne…
25
How to Handle a Negotiation Breakdown - Negotiation Tools
What do you do if your negotiation breaks down? In particular, you have a breakdown in the relationship with the other p…
26
Getting to Yes - Masters of Negotiation
If I had to pick one CLASSIC book in the field of negotiation, then I'd undoubtedly choose Getting to Yes: Negotiating A…
27
Getting Past No - Masters of Negotiation
The follow-up to the classic 'Getting to Yes' is the equally valuable 'Getting Past No: Negotiating in Difficult Situati…
28
Never Split the Difference - Masters of Negotiation series
Never Split the Difference by Chris Voss and Tahl Raz is the most recent book in our Masters of Negotiation series. But …
29
Bargaining for Advantage - Masters of Negotiation
We'll look at the negotiation lessons we can learn from 'Bargaining for Advantage: Negotiation Strategies for Reasonable…
30
Handling Resistance - Masters of Negotiation series
The Handling Resistance Pocketbook is a mini-goldmine of tips and tricks to handle resistance in all sorts of contexts -…
