This negotiation techniques tutorial introduces the core strategies for integrated or interest-based barganing.
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This tutorial is part of a series of short movies on how to be an effective negotiator. The complete module can be found on Udemy, as a core part of the MBA in a Box course by CEO Valentina Bogdanova and 365 Careers.
Hope you will enjoy the video! Here's a link to the full course on Udemy:
[ Ссылка ]
Among business strategy and marketing insights, the course delivers repeatable tactics and bargaining strategies that can be widely applied across professional and personal settings.
Negotiation module table of contents:
1. Negotiation: An Introduction
Intro to Negotiation
Why is negotiation a core managerial skill?
Why are people bad negotiators?
2. Negotiation: The negotiation toolbox
Understanding BATNA
Reservation point and the Bargaining range
3. Negotiation: The importance of preparation
Assessing yourself
Assessing your opponent
Assessing the situation
3. Negotiation: Types of negotiation
Distributive negotiations (Slicing the pie)
Distributive strategies (Pie-slicing strategies)
Interest-based bargaining
Interest-based negotiation strategies
Claiming
Choosing the correct negotiation strategy
4. Negotiation: Subtleties that will help you in the long run
Adverse tactics and protecting yourself from them
Conflict resolution
Establishing trust
Broken trust and how to repair it
Mediums of negotiation
5. Negotiation: A Complete Negotiation Case Study
The negotiation between Disney and Lucasfilm
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Probably the most crucial technique for successful interest-based negotiations is perspective-taking. This is the most straight-forward way to understand your partner’s interests, and where they’re coming from. And as a result, you will be much more informed and better at solving problems mid-negotiation, or answering their attempts to set an anchor.
Ask diagnostic questions. You can try with the W questions that invite an open response, like What? Why? When? Where? and their non-W cousin, How.
But remember that negotiations are a back-and-forth process, and this entails that you need to provide your partner with knowledge about what you’re after and what your priorities are.
If you disclose information about your party, it will signal that you are approaching these negotiations openly, which will invite the principle of reciprocation to enter play.
Engage in active listening. This allows you to then go and make your own deductions about your counter-party’s interests, even if they are not being completely open with you, and more importantly, you will get a sense of what their preferences are and how they rank.
Make package deals. Package deals are useful for two main things – they allow the negotiating parties to come up with trade-offs between individual issues, and they make reaching an impasse much less likely.
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