Introduction and The Principles of Collaborative Negotiation | |||
Welcome and Course Overview | 00:06:00 | ||
Why Good Negotiation Practice Leads to Better Relationships | 01:03:00 | ||
Shameless Book Plug | 00:01:00 | ||
Millie’s Cookie Story | 00:07:00 | ||
Exercise 1: Intentions / Objectives for This Programme | 00:01:00 | ||
Giving Structure to Your Negotiation Strategy | |||
Negotiation is not | 00:02:00 | ||
Distinguishing Negotiation from -Haggling | 00:07:00 | ||
The 7 Steps to Negotiation Success | 00:06:00 | ||
Exercise 2: Giving Structure to your Negotiations | 00:01:00 | ||
Step One – Preparing Yourself for Collaborative Negotiation | |||
Preparing Yourself and Your WIN Outcomes | 00:06:00 | ||
Exercise 3: Securing Commitment to Negotiate | 00:01:00 | ||
The 4 P’s | 00:01:00 | ||
The Importance of Personality | 00:02:00 | ||
We, Then Me | 00:02:00 | ||
Exercise 4: The 4 P’s | 00:01:00 | ||
Step Two – Preparation - Understanding the Power of Variables | |||
Introduction to Variables | 00:04:00 | ||
Video Examples of Excellent Creativity in Variables | 00:03:00 | ||
Exercise 5: Understanding the Power of Variables | 00:01:00 | ||
Using the WIN Matrix | 00:03:00 | ||
Exercise 6: Write Your Win Matrix | 00:02:00 | ||
Step Three – Understanding Your Partner's Point of View | |||
Introduction | 00:01:00 | ||
Example Story- Maps of the World – Dyl’s Den | 00:03:00 | ||
Exercise 7: Stepping Into Your Partner’s Shoes | 00:01:00 | ||
Step Four – Discussing | |||
Introduction- Stating Intentions | 00:04:00 | ||
Co-Active Listening- Are You Really Listening | 00:02:00 | ||
The Power of Pause | 00:01:00 | ||
Exercise 8: Using Open Questions | 00:01:00 | ||
Exercise 9: Going Above and Beyond Their Wildest Dreams | 00:01:00 | ||
Exercise 10: Socratic Questioning | 00:04:00 | ||
Exercise 11: Creating a Discussion Agreement Statement | 00:01:00 | ||
Step Five – Proposing | |||
Introduction to the Propose Stage | 00:05:00 | ||
Exercise 12: Putting Your Proposal into Writing | 00:01:00 | ||
Step Six – Bargaining | |||
Introduction | 00:02:00 | ||
Exercise 13: Creating a Bargaining Agreement Statement | 00:02:00 | ||
The Power of Silence | 00:04:00 | ||
Exercise 14: Developing Your Time-Out Strategy | 00:01:00 | ||
Step Seven – Agreeing | |||
Introduction to Bargaining | 00:04:00 | ||
The Written Columbo | 00:02:00 | ||
Exercise 15: Drafting an “Agreement In Principle” | 00:01:00 | ||
Getting Yourself Out of the Way - The Human Operating System | |||
Introduction – The Missing Link | 00:04:00 | ||
Exercise 16: Noticing Your Thinking | 00:02:00 | ||
What Does this Mean in Your Negotiations? | 00:03:00 | ||
Understanding Personality | |||
Why Personality? | 00:05:00 | ||
Introducing the 4 Colours | 00:04:00 | ||
Introducing the 8 Aspects | 00:04:00 | ||
Inspiration v Discipline Driven | 00:04:00 | ||
Exercise 17: Teddy Bear | 00:01:00 | ||
Big Picture vs Down to Earth | 00:03:00 | ||
Exercise 18: Football Club Trip | 00:01:00 | ||
People Focused vs Outcome Focused | 00:02:00 | ||
Splash App | 00:02:00 | ||
Exercise 19: Completing Your Own Assessment | 00:01:00 | ||
Negotiation with Different ‘Personality Types’ | 00:04:00 | ||
Using the Seven Steps at Home | |||
Introduction | 00:04:00 | ||
Avoiding Common Gambits Some Negotiators Use | |||
Nibbling – The Columbo | 00:02:00 | ||
The Flinch | 00:02:00 | ||
The Red Herring | 00:01:00 | ||
Higher Authority | 00:02:00 | ||
The Reluctant Buyer – Seller | 00:01:00 | ||
The Best of a Bad Choice | 00:01:00 | ||
Conclusion – Can You Really Get More by Giving More? | |||
Conclusion & Thank You | 00:02:00 | ||
Bonus Lecture | 00:01:00 | ||
Resources | |||
Resources – Negotiation Skills | 00:00:00 | ||
Order Your Certificate | |||
Order your Certificate QLS | 00:00:00 |
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