Negotiation Skills

Learn skills and tactics that can help you succeed in every negotiation, whether you're asking for a raise or buying a car.

Negotiation skills aren't just important for the sales professionals among us. With a little practice, anyone can learn the simple rules of negotiation to get a great deal on a new car or house, or achieve greater success at work by getting better deals with suppliers, customers, and even colleagues. In this course, master negotiator Chris Croft walks through all the phases of a negotiation, from deciding to negotiate to closing. Chris discusses how to plan your negotiation and calculate your opening offer. Plus, he takes you through a series of specific negotiation tactics, demonstrates how to come to a win-win situation through the use of trading, and goes into how to close the deal.

Introduction

• Introduction

1. Decide to Negotiate

• Why we avoid negotiating
• How to overcome embarrassment and pride
• Is it OK to lie?
• Fear of losing the deal
• Instead of "Yes" or "No," negotiate
• When you should think about negotiating

2. Planning Your Negotiation

• Set your limit and stick to it
• Your limit vs. your opening offer
• Prepare your tradables
• Prepare their weaknesses

3. Opening Offers

• Don't open first
• How to calculate your opening offer
• Watch for the flinch
• Don't use round numbers

4. Tactics

• The vice technique
• Knocking the product
• The reluctant buyer technique
• Hiding the value of tradables
• The salami technique
• Time pressure

5. Trading

• The meaning of win-win
• How to trade
• Use small steps
• Illustrating the importance of trading
• Negotiating in action

6. Closing

• Final offers
• Splitting the difference
• The nibble technique
• The quivering pen
• Should you walk away?
• How to practice

Conclusion

• Summary