Negotiation Skills

2h 7mBeginner2021-02-27

Authors

Chris Croft

Lecturer, Thought Leader, Project Management, Leadership

Course details

Negotiation skills aren't just important for the sales professionals among us. With a little practice, anyone can learn the simple rules of negotiation to get a great deal on a new car or house, or achieve greater success at work by getting better deals with suppliers, customers, and even colleagues. In this course, master negotiator Chris Croft walks through all the phases of a negotiation, from deciding to negotiate to closing. Chris discusses how to plan your negotiation and calculate your opening offer. Plus, he takes you through a series of specific negotiation tactics, demonstrates how to come to a win-win situation through the use of trading, and goes into how to close the deal.

Topics include:
Why we avoid negotiating
When you should think about negotiating
Planning your negotiation
Calculating your opening offer
Leveraging different negotiation tactics
How to trade
Closing
Determining if you should walk away

Skills covered

NegotiationCommunicationProfessional DevelopmentLeadership and ManagementDeep Dive (X:Y)

Concepts

0. Introduction

01 - Everyone needs to negotiate

1. Decide to Negotiate

02 - Identify your reasons for avoiding negotiation
03 - Overcome embarrassment and pride to negotiate
04 - Negotiate without lying
05 - Stop your fear of losing the deal
06 - Instead of yes or no, negotiate
07 - Spot seven signs that you should negotiate

2. Planning Your Negotiation

08 - Set your limit and stick to it
09 - Determine your limit vs. your opening offer
10 - Prepare your tradables
11 - Prepare their weaknesses

3. Opening Offers

12 - Don't open first
13 - Calculate your opening offer
14 - Watch for the flinch
15 - Don't use round numbers

4. Tactics

16 - Try the vice technique of negotiation
17 - Try knocking the product
18 - Try the reluctant buyer technique
19 - Try hiding the value of tradables
20 - Try the salami technique
21 - Try time pressure

5. Trading

22 - Get to win-win with tradables
23 - Use trading to get a better deal
24 - Use small steps
25 - Learn from an example of poor negotiation
26 - Identify weak spots in negotiation

6. Closing

27 - Avoid final offers
28 - Avoid splitting the difference
29 - Watch out for the nibble technique
30 - Learn to manage the quivering pen technique
31 - Know when to walk away from a deal
32 - Pratice with low-risk negotiation

Conclusion

33 - Continue to grow your skills as a negotiator