Description

We negotiate every day — with employers, coworkers, neighbors, landlords, parents, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, where to go on vacation, and who will clean the kitchen are all negotiations. Although negotiations are a ubiquitous part of our lives, many know little about the strategy and psychology of negotiating effectively. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve our objectives? This course utilizes psychological science to teach you how to negotiate in a way that simultaneously maximizes economic outcomes and strengthens relationships. With multiple opportunities for hands-on practice and abundant real-life illustrations, this course provides concrete techniques that you can apply immediately in your personal and professional life.

Content

Claiming Value

  • Biggest negotiation mistakes
  • Understanding your greatest source of power in any negotiation
  • Goals, first offers, concessions, and trade-offs

Caught Outside the Bargaining Zone

  • Reducing egocentrism
  • Differentiating between positions vs. interests

Creating Value

  • Techniques to uncover interests
  • How to frame information most persuasively

Advanced Negotiation Strategies

  • Harnessing the psychology of choice
  • Understanding your decision-making style
  • Contingency contracts: Stop arguing and bet on it

Impact

This course is designed for anyone interested in mastering the art of negotiations. It can benefit a wide variety of people, but it is especially useful for anyone that negotiates contracts, manages teams, or handles clients. It can even help those who normally dread confrontation and conflict. The strategies in this course are universally applicable and can help anyone become a more effective advocate and collaborator.

If you’re tired of accepting the status quo and you want to view the world through a more negotiable lens, this course is for you!

Personal Impact

  • Advocate for yourself with confidence

  • Frame communication persuasively and speak in terms of other’s “currency”

  • Recognize favorable arrangements that strengthen relationships.

  • Discover how negotiable the world is—see past the status quo and construct new possibilities

Organization Impact