Single Curriculum: Negotiation 200
Business Learning Library
Detailed Description
Single Curriculum: Negotiation 200
Negotiation 200
Power Negotiating - Vise, Never Offer To Split the Difference, and Hot Potato
Increase your bottom line with decisive and reactive power negotiating techniques. Learn how to employ the vise by demanding a better offer and suggesting a single, absolute solution. Force your adversaries to offer to split the difference, making them feel, after you reluctantly accept, that they have won. Confront "hot potatoes," such as insufficient budgets, with unswerving challenge statements. The bottom line is the dollar, not the percentage, and this course will help increase yours.
Faculty: Roger Dawson
Length: 25:08
Course Highlights:
• The Vise
• Never Offer to Split the Difference
• The Hot Potato
Power Negotiating Principles - Service Value, Trade-Off and Nibble
"What can you do for me?" Asking this question will elevate the value of a trade-off in your negotiations. The trade-off principle of power negotiating transforms an apparent compromise into a valuable end. This course also stresses the principles of elevating your service value by establishing fee requirements in advance. Buyers may attempt to "nibble" for additional concessions once you've closed the deal. Learn how, at the most vulnerable point of your negotiation, the close, you can prevent the possibility of nibbling.
Faculty: Roger Dawson
Length: 25:56
Course Highlights:
• The Declining Value of Services
• The Trade-Off
• Nibbling
Power Negotiating - Higher Authority and Good Guy/Bad Guy
Negotiations often mean concealment. Unlike Western movies, the good guys and bad guys in negotiations don't wear white and black. This course teaches you to be aware of the possibility that you could be a pawn in a good guy/bad guy situation, and how you must react to maintain the integrity of your negotiation. You, too, will be in a position to conceal. Learn how keeping a low authority profile will give you additional consideration, time and protection against a premature decision.
Faculty: Roger Dawson
Length: 25:30
Course Highlights:
• Higher Authority
• Good Guy / Bad Guy
• Counter Gambits to Good Guy / Bad Guy
Power Negotiating - Angry Buyers, Win-Win, and Rules
Don't allow an angry buyer to steer your negotiation. By establishing criteria, exchanging information, and reaching for a compromise, you can transform a potentially explosive situation into a smooth negotiation. Mastering the angry buyer is made easier with this course's quick reference checklist of ways to foster win-win negotiations. All of your negotiations should fit within the framework of our four negotiating rules; the first and most consequential of which is, don't narrow the negotiation to one issue.
Faculty: Roger Dawson
Length: 25:40
Course Highlights:
• How to Handle the Angry Buyer
• Negotiating Rules
• Win-Win Negotiating
• Negotiation Rules
Negotiating With Foreigners
Cultural biases can place hurdles between you and finishing the deal. National and cultural heritages greatly impact attitudes toward and understandings of negotiations and the nature of "the deal." Many foreigners enter into negotiations with nine preconceived characteristics of the typical American. Recognize these stereotypes and address or dispel them in your negotiations. Gaining an appreciation of cultural predispositions will guide your negotiations to positive ends.
Faculty: Roger Dawson
Length: 15:10
Course Highlights:
• Americans and Other Nationalities
• Nine Characteristics of the Typical American
Pressures of Power Negotiating
Time and money can be scarce resources in negotiations. At some point in your negotiation, you will have to assess if the time and money pressures warrant continued effort. One of your considerations may be the extent of your information power. This course outlines effective means of acquiring information power from admitting you don't know to selecting an environment conducive for obtaining information. With information power and time and money perspective in tow, you will be empowered with the confidence that you are able to walk away if desirable outcomes are not imminent.
Faculty: Roger Dawson
Length: 25:35
Course Highlights:
• Time Pressure
• Information Power
• Walk Away Power |