Published 11/2024
MP4 | Video: h264, 1920×1080 | Audio: AAC, 44.1 KHz
Language: English | Size: 380.27 MB | Duration: 1h 34m
What They Don’t Teach You in Business School
What you’ll learn
Identify and understand various negotiation ploys
Learn how to counter negotiation ploys
Utilize negotiation tactics to level the playing field at the bargaining table
Gain greater confidence at conducting negotiations
Become a more effective negotiator
Requirements
No required skills, experience, tools or equipment are required for this course.
Description
Negotiation plays a key role in the day-to-day life of working professionals around the world. Unfortunately, most training and educational materials on negotiation focus on abstract theories or general concepts that can not be applied to actual negotiations, and they lack any real-life application. There is little focus on specific ploys and tactics utilized by savvy negotiators every day to gain an advantage at the bargaining table. This course seeks to fill this void by exploring a series of ploys used by others to gain an advantage over you, including MISDIRECTION, GOTCHA!, THE ONE AND ONLY, and many more. For each ploy, this course will review what it is, why it works, how to spot it, and how to counter it so you will be better equipped to recognize and avoid falling for them. In addition, this course will offer an assortment of negotiation tactics that you can use to create a more balanced playing field at the bargaining table, such as THE ANCHORING EFFECT, SCHOOL ZONE, and SILENCE IS GOLDEN. Whether you’re an aspiring entrepreneur, young professional, experienced negotiator, business executive or just someone who is curious about negotiations, an understanding of these timeless ploys and tactics will help you become a more knowledgeable and effective negotiator.
Overview
Section 1: Introduction
Lecture 1 Introduction
Lecture 2 Let’s meet the players…
Section 2: The Ploys
Lecture 3 Ploy #1: MISDIRECTION
Lecture 4 Ploy #2: THE ONE AND ONLY
Lecture 5 Ploy #3: GOTCHA!
Lecture 6 Ploy #4: TIME IS OF THE ESSENCE
Lecture 7 Ploy #5: IF YOU, THEN ALL, SO NONE AT ALL
Lecture 8 Ploy #6: GOOD COP/BAD COP ROUTINE
Lecture 9 Ploy #7: THE ULTIMATUM
Section 3: The Tactics
Lecture 10 What you’re up against…
Lecture 11 Tactic #1: LOCATION! LOCATION! LOCATION!
Lecture 12 Tactic #2: SCHOOL ZONE
Lecture 13 Tactic #3: THE ANCHORING EFFECT
Lecture 14 Tactic #4: SILENCE IS GOLDEN
Lecture 15 Tactic Killers
Lecture 16 How to Recognize Good-Faith Negotiators
Section 4: Conclusion
Lecture 17 Additional Resources (and Copy of the Presentation Slides)
Lecture 18 Summary and Conclusion
Business Professionals,Negotiators,Lawyers,Managers,Leaders,Procurement Professionals,Entrepreneurs,Business Owners,Leaders
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