Negotiation

Negotiating is like a dance. You just need to know some basic steps and special moves to have heaps of fun with it. And just like in dancing, don't wait for others to invite you to the dance floor but plunge right in yourself.

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Course curriculum

1. Trailer - Psychology of Negotiation
  FREE PREVIEW
2. Short intro to the course.
3. Awesome guests in our seminar:
4. Textbook to go with the course (please do not distribute)
5. If you need a grade (as an exchange student)
6. Your homework: Support TEDx KLU
1. About the course
2. What negotiation is
3. Two strategic vectors in negotiations
4. Recent trends that exacerbate the need for negotiations in business
5. Human shortcomings when it comes to negotiating
6. Negotiation myth busting
1. Understanding the impact of discounts
2. Understanding customer satisfaction via the Kano Model
3. Understanding your negotiation position via the Kraljic Matrix
4. Tool: Develop your own career positioning
5. One more thing: The compounding logic
1. The crucial role of target points, reservations points, and BATNA’s
2. ZOPA. The zone of possible agreements.
3. How to determine your target and reservation points?
4. A word of psychological advice on how to navigate between target and reservation point
1. From positions to preferences
2. Personality of the other party
3. The hidden table
4. Tool: How to draw an all party map
5. Power and perspectives not taken
6. How to find out about the other party?
7. Tool: Creating a profile from social media
8. Direct ways of assessment
9. Tool: Active Listening
1. Preparing for the negotiation - The situation
2. Tool: Negotiation Cheat Sheet
1. Using psychological principles – Reciprocity
2. Using psychological principles – Consitency
3. Using psychological principles – Social proof
4. Using psychological principles – Liking
5. Using psychological principles – Authority
6. Using psychological principles – Scarcity
7. Using psychological principles – Contrast
1. Strengthening your arguments
2. BONUS: YouTube: Niro Sivanathan on the dilution effect
3. Establishing mutual trust
4. Detecting Lies
1. Softball tactics for win-lose negotiations
2. Masking – Putting on an act
3. Interpreting – Telling them how to think and feel
4. Scheduling – Manipulating time and place
5. Anchoring – Defining the reality with your first offer
6. Concession games - Moving towards each other
7. BONUS: YouTube: Monthy Python "The haggle"
8. Even splits – Seemingly fair
9. Scope creep – Squeezing more out of a done deal
10. Seating arrangement – Using the room
11. Side note – Disruptive action
1. Good cop – bad cop – From cinema to business
2. Low or high ball – Throwing the other party off their game
3. Bogey – Sending someone chasing after a decoy
4. The Nibble – Too small to say “no” to
5. Chicken – Going all-in
6. Higher authority – Finger pointing to give yourself leverage
7. Intimidation – The emotional wrestle
8. Relentless – Pushing it further and further
9. Snow Job – Overwhelmed by information
10. Bringing it together: An anecdote for reflection
11. BONUS: YouTube: Using demands in negotiation (The Negotiator)
1. Techniques for win-win negotiations
1. Closing the Deal
1. Ethical considerations: On relationships and expectations
2. On lying and generally checking yourself
3. Tool: Write your negotiation obituary
4. Optional read on "ethics in negotiations"
1. Digital negotiations
1. Conclusion: Letter to your future self
2. Tool: Write a letter to yourself
3. Tool: Reminders
4. Standing on the shoulders of giants: References and Recommendations
5. Some fun with AI negotiations
6. Podcast on negotiations and other hard conversation (Andrew Huberman and Chris Voss)

About this course

$1,000.00
78 lessons
5 hours of video content

Niels Van Quaquebeke - Online Courses

Negotiation

Course curriculum

Quick intro

About the course

Models to better understand negotiations

Preparing for negotiations 1: The self

Preparing for negotiations 2: The other party

Preparing for negotiations 3: The situation

At the table 1: Psychological principles to be aware of

At the table 2: How to argue, build trust, and detect lies

At the table 3: Using softball tactics in win-lose negotiations

At the table 4: Using hardball tactics in win-lose negotiations

At the table 5: Using win-win techniques

At the table 6: Steps when closing a deal

Should you lie? Some ethical considerations

Going digital! Negotiating in the new normal

Conclusion: So what now?

About this course