Strategic Negotiation

Learn a systematic process for conducting your next major negotiation—whether it be negotiating a contract, additional resources for a project, or the purchase of a company.

Learn negotiation skills to help you get what you want while also building better relationships with coworkers, bosses, business partners, and suppliers. In this course, leadership consultant and trainer Mike Figliuolo shares simple yet effective negotiating skills and tools. He covers the four major phases of the negotiating cycle and explains how to assess your situation, gather data, negotiate a deal, and then assess and learn from your experience. He also explains common negotiating pitfalls and what you can do to avoid them.

Introduction

• Intentional negotiation

1. Assess the Situation

• Defining the context of the negotiation
• Understanding relationships in negotiation
• Choosing a negotiation style
• Emotion and fairness in negotiation

2. Gather Data

• Understanding players and positions in negotiation
• Structuring a deal in negotiation
• Anchoring a deal in negotiation

3. Make a Deal

• Defining your goals in a negotiation
• Sequencing a deal in a negotiation
• Negotiation techniques

4. Measure and Adjust

• Assessing what happened in a negotiation
• Changing your approach in a negotiation
• Setting up for future deals

Conclusion

• Avoiding common negotiation pitfalls
• Preparing for negotiation success