CATEGORIES

NEGOTIATION - - Sampling of available courses...download complete listing here

NEGOTIATION SKILLS: PART I

Introduction to Negotiating

Length: 7:23

This is the kickoff program in the negotiating skills series. The skills covered in this series will have an immediate impact on your career and your personal pocketbook. This introductory program discusses basic issues in negotiating such as: negotiating as a talent or a skill, who has all the power in a negotiation, how much price drives the agreement, and what is a negotiations “win.” NOTE: This is a sequential series on a complex topic, and the programs are best viewed in order the first time through the series.

Developing the Right Mindset

Length: 13:33

Attitude is everything in negotiating. Many people dread the “hassle” of negotiating vs. the benefits to be gained. This program helps you understand the reasons for a reluctance to negotiate, and shows how a simple change of mindset can unleash your bargaining potential and let you negotiate like the world’s greatest experts … teenagers negotiating with parents!

NEGOTIATION SKILLS: PART IV

Identifying and Developing Leverage

Length: 11:22

We’re still talking about the “five Ps” … proper preparation prevents poor performance. In a negotiation, everyone wants to use power over the other party. It’s not about power because negotiating isn’t a battle. It’s about recognizing and developing leverage in a negotiation. This program explains eight sources for leverage and six rules for how to use them. It also teaches the importance of trading 1s for 10s whenever possible. Understanding leverage is a critical factor in successful negotiating.

Reaching Agreement

Length: 11:34

Negotiating is the process of reaching a mutually beneficial agreement. This sounds easy, but often is it not. This program covers techniques for focusing on value throughout the negotiation, breaking deadlocks, dealing with “nibbling,” and locking in agreement.

Evaluate Your Performance

Length: 7:37

There can be no improvement without analysis. A key activity in improving your negotiating skills is the post-agreement analysis. This program details the eight factors in evaluating how you (or your team) did in a negotiation. These factors include issues covering personal performance, satisfaction among the parties, business results of the agreement, and potential for the ultimate success of the agreement.