How to Develop Negotiation Power - GENERAL

This fully online and on-demand negotiation training introduces 12 strategies for claiming value in negotiation. By developing your negotiation power and thereby positioning yourself in a way that impacts your counterparts perception of your position, you are more likely to claim more value from negotiation. The underlying psychology in any negotiation is a key dimension most negotiators fail to focus on. By understanding the thought processes you can trigger based on your actions, it is possible to manage the perception of the other side and claim more negotiation power for yourself. In only 15 minutes per day for 4 weeks you can learn the 12 strategies that will help improve negotiated results while maintaining relationships and managing stakeholder expectations.

Course Introduction
5 minutes
Negotiation Formats Theory
10 minutes
The 5 Formats in Business
15 minutes
Writing Assignment 1

Negotiation Preparation
5 minutes
Writing Assignment 2
Preparation Theory
10 minutes
Preparation in Practise
10 minutes
Writing Assignment 3
Knowledge Review #1

How to use Body Language
5 minutes
Body Language Applications
10 minutes
Writing Assignment 4

Non-Price Variables
10 minutes
Using Non-Price Variables
10 minutes
Writing Assignment 5
Knowledge Review #2

Course Introduction
1-2 minutes
Challenging Assumptions
5-10 minutes
Assumptions in Practise
10-15 minutes
Writing Assignment 6

Knowing when to walk away
5-10 minutes
BATNA & Bottom Line
10-15 minutes
Writing Assignment 7
Negotiation Power & BATNA
5-10 minutes
Knowledge Review #3

The Constituency Principle
5-10 minutes
Constituency & how to use it
5-10 minutes
Writing Assignment 8

The Fixed Pie Mindset
5-10 minutes
Fixed Pie Negotiations
5-10 minutes
Writing Assignment 9
Knowledge Review #4

Course Introduction
1-2 minutes
Dovetailing Interests
5-10 minutes
Dovetailing in Practise
10-15 minutes
Writing Assignment 10

Making the first offer
1-2 minutes
When to make the first offer
15-30 minutes
Writing Assignment 11
First Offer Scenarios
5-10 minutes
Knowledge Review 5

ZOPA Lines & Claiming Value
5-10 minutes
Using ZOPA in Practise
10-15 minutes
Writing Assignment 12

Interrogative-led Questions
5-10 minutes
Winning the Information Game
5-10 minutes
Writing Assignment 13
Knowledge Review #6

Negotiation Power Strategy
15-30 minutes
Writing Assignment 14
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